The study published in International Journal of Pharmaceutical and Healthcare Marketing 2023 observed that behavior-based sales control systems (BBSCs) and salespeople were positively related to salespersons’ work engagement and negatively related to turnover intentions. The study also found that the relationship between BBSCs and job outcomes was mediated by work engagement.
Work engagement is a state of positive, energetic, and focused involvement in one’s work. It is characterized by a sense of vigor, dedication, and absorption. Turnover intentions are the extent to which a salesperson is thinking about leaving their job. The study’s findings suggest that BBSCs can be an effective way to improve salespersons’ job outcomes. However, the study also found that the effectiveness of BBSCs depends on how they are perceived by salespersons. If salespersons perceive BBSCs as being controlling or coercive, they may have a negative impact on job outcomes. However, if salespersons perceive BBSCs as being supportive and helpful, they may have a positive impact on job outcomes.
The study’s findings have implications for sales managers. Sales managers should carefully consider how they design and implement BBSCs. They should ensure that BBSCs are perceived by salespersons as being supportive and helpful, rather than controlling or coercive.
Here are some of the key takeaways from the study:
1. BBSCs can be an effective way to improve salespersons’ job outcomes.
2. BBSCs can be an effective way to improve salespersons’ job outcomes.
3. BBSCs should be perceived by salespersons as being supportive and helpful, rather than controlling or coercive.