The pursuit of superior salesperson performance and higher levels of sales organization effectiveness is a growing management priority. Management control is an important antecedent to several aspects of salesperson performance and organizational effectiveness. However, prior research has...

Management control consists of managers' initiatives to direct and influence employees for the purpose of achieving an organization's objectives. Sales management control is identified as an important antecedent of several salesperson and organizational consequences in prior developed country...

A global perspective on relevant antecedents of sales organization effectiveness is an important research issue. We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in...