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- Title
A REVIEW OF SALES MANAGER MONITORING: CONTROL TOOL AND OUTCOMES.
- Authors
DelVecchio, Susan; Bryan, Joey
- Abstract
While monitoring salespeople has long been studied, we have yet to confirm theoretical contentions. From a practical standpoint, we have not yet isolated and examined the effect managerial monitoring has on sales subordinates. Thus we reviewed empirical literature which report monitoring effects, pooled those results and examined three research issues. First we tested the expectation that managers' use of monitoring was part of a systematic method of controlling salespeople. Second we examined whether monitoring resulted in positive or negative outcomes. In this compilation of over one hundred effect sizes we found only one control component shared a relationship with monitoring, that salespeople respond favorably to monitoring. Finally new forms of technologically enhanced monitoring seem to have a strong effect on quantitative performance. Overall results here suggest sales management use of monitoring a field sales force may add a level of transparency that gives guidance rather than restrictions.
- Subjects
SALES executives; EMPLOYEE surveillance; SALES force management; SALES management; SUPERIOR-subordinate relationship; MANAGEMENT controls
- Publication
International Journal of Sales, Retailing & Marketing, 2015, Vol 4, Issue 3, p20
- ISSN
2045-810X
- Publication type
Article