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- W2790606421 abstract "Abstract Sales control systems are instruments used by firms to improve performance and other organizational outcomes. To understand their antecedents and consequences, this paper conducts a meta‐analysis based on 104 studies. The results showed significant relationships between behaviour‐ and outcome‐based control systems and the complexity of the products, bonuses, financial performance, sales innovation, organizational support and satisfaction with supervisors. The outcomes revealed that behaviour‐based control systems were the most effective mechanism in turbulent markets and for determining financial performance. However, outcome‐based control systems were the most efficient instrument for complex products." @default.
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- W2790606421 date "2018-03-13" @default.
- W2790606421 modified "2023-09-30" @default.
- W2790606421 title "Behaviour‐Based and Outcome‐Based Control Systems: A Meta‐Analytic Study" @default.
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- W2790606421 doi "https://doi.org/10.1002/cjas.1486" @default.
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