Abstract:

The purpose of this study is to examine the effects of sales management control systems on salesperson job related orientations and job related perceptions and the effects of these factors on salesperson performance. The hypotheses proposed in this study are tested using data collected from 561 salespersons in 129 drug firms operating in Turkey. General findings of the study and suggestions for future studies are discussed in the final section. Findings indicate that pocess control systems have positive effects on learning orientation, performance orientation, supervisee trust, organizational commitment, intrinsic motivation, job tension and salesperson performance. Findings also suggest that output control systems have positive effects only on organizational commitment. Findings also indicate that learning orientation, performance orientatin, supervisee trust and organizational commitment have positive effect on salesperson performance.

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