A study of salesforce control systems and salesforce motivation

This paper focuses on the relationship between the two categories of salesforce control systems (behaviour-based and outcome-based) and intrinsic and extrinsic salesforce motivation. Taking into account the variables of salesforce control systems, and salesforce motivation, articles from leading management, marketing, and sales journals for the years 1993 through 2014 have been included for this detailed and critical review. The review of the studies indicates that the salesforce control system is multi-dimensional in nature and has a distinct impact on a salesperson's cognitive and affective dimensions of intrinsic and extrinsic motivation. The paper determines the role that salesforce control systems play in influencing salespeople's cognitive and affective dimensions of intrinsic and extrinsic motivation, which has an impact on their behaviours and sales performance.