A Study the Antecedents of Sales Force Control System -- Intergrated Viewpoint

• Main Authors: Yie-Fang Kao, 高義芳
• Other Authors: Chung-Chan Chang
• Format: Others
• Language: zh-TW
• Published: 1999
• Online Access: http://ndltd.ncl.edu.tw/handle/53709847352518875694

博士 === 國立臺灣大學 === 商學研究所 === 87 === Selling activities is composed of the main income of business, and the purpose of sales control is to assure it to attain the performance requirement. Though important for business operations, the related issues is sparely investigated in Taiwan. The purposes of this study are composed of three strands: (1) to investigate the types of controlling systems; (2) to find out the factors affecting the types of controlling systems; and (3) to analyze the factors that affect the transition of controlling systems. In this research, I try to consolidate different perspectives both in theory and empirical testing. First of all, I purpose that the synthesis of organiz-ational theory, agency theory, and transaction cost theory could form a better controlling system of salespersons. Secondly, I use job related variables, departmental variables, and sales managers related variables in empirical study. The results of this study are summarized as follows: 1. There are three types of controlling systems, including low degree of control, middle degree of control, and high degree of control. 2. The task related variables that significantly affect the controlling system are the task programmability, the certainty of causal relationship, the observability of selling approaches, the specific knowledge, and the clarity of job purposes. 3. The departmental variables that significantly affect the controlling system are the clarity of departmental objectives and the time orientation of departmental objectives. 4. The sales managers related variable that significantly affect the controlling system is the perceived risk of sales manager. 5. The choice between low degree of control and middle degree of control is affected by the time between approach to outcome and the clarity of departmental objectives. The choice between middle degree of control and high degree of control is affected by the certainty of causal relationship, the observability of selling approach, the time orientation of departmental objectives, and the perceived risk of sales manager.