Effect of salesforce control system and supervisory behaviour on role conflict and role ambiguity of salespeople: A review of studies

Author(s) : Zoha Fatima, Dr. Mohd Khalid Azam
ISSN : 0974-497
Year : November 2016 | Volume : 10 | Issue : 4/4

Abstract:Role conflict and role ambiguity has effect on important salesforce and organizational outcomes like salesforce performance and sales organization effectiveness. Therefore organizations are making efforts to reduce role conflict and role ambiguity of salespeople. Salesforce control system, which is an organization’s set of procedures for monitoring, directing, evaluating and compensating its employees (Anderson and Oliver, 1987), has been found to have an impact on role conflict and role ambiguity of salespeople along with supervisory behaviour. The objective of his paper is to highlight direct as well as indirect impact of salesforce control system and supervisory behaviour on role conflict and role ambiguity of salespeople. The paper is based on review of studies, taking into consideration the research studies from the period 1981 to 2014. Based on the findings of the studies, research implications are stated.


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