Concepedia

Behavioral Control Systems

Behavioral Control Systems is a type of control system within sales management that focuses on monitoring and guiding the specific actions and activities of sales personnel through standardized procedures, performance metrics, and direct supervision to ensure alignment with organizational objectives.

293

Publications

22.2K

Citations

793

Authors

417

Institutions

Publications per year

2017–2026

88

Variants

Behavior-based Control Systems

Parents

Publications

293

Attachment as an Organizational Construct

L. Alan Sroufe, Everett Waters · Child Development · 1977 · 1.6K citations

, , +15

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

Erin Anderson, Richard L. Oliver · Journal of Marketing · 1987 · 1K citations

, , +17

Acceptance of e-commerce services: the case of electronic brokerages

Anol Bhattacherjee · IEEE Transactions on Systems Man and Cybernetics - Part A Systems and Humans · 2000 · 786 citations

, , +14

What makes consumers buy from Internet? A longitudinal study of online shopping

Moez Limayem, Mohamed Khalifa, Anissa Frini · IEEE Transactions on Systems Man and Cybernetics - Part A Systems and Humans · 2000 · 736 citations

, , +17

Organizational Control: Two Functions

William G. Ouchi, Mary Ann Maguire · Administrative Science Quarterly · 1975 · 658 citations

, , +13

1–5 of 293

Authors

793

  1. MT
    Mark T. Fillmore

    University of Kentucky, United States

    8 publications · 611 citations

    8

    h-index

  2. SC
    S. Chiaverini

    Università degli studi di Cassino e del Lazio Meridionale, Italy

    6 publications · 201 citations

    6

    h-index

  3. GA
    Gianluca Antonelli

    Università degli studi di Cassino e del Lazio Meridionale, Italy

    6 publications · 266 citations

    6

    h-index

  4. EA
    Erin Anderson

    University of Pennsylvania, United States

    5 publications · 2.6K citations

    5

    h-index

  5. RL
    Richard L. Oliver

    Vanderbilt University, United States

    5 publications · 2.6K citations

    5

    h-index

1–5 of 793

Institutions

417

  1. University of Kentucky

    Lexington, United States

    9 h-index

    22 publications

    1.9K citations

  2. Università degli studi di Cassino e del Lazio Meridionale

    Cassino, Italy

    9 h-index

    18 publications

    627 citations

  3. University of Cambridge

    Cambridge, United Kingdom

    6 h-index

    18 publications

    1.7K citations

  4. University of Massachusetts Amherst

    Amherst Center, United States

    5 h-index

    11 publications

    387 citations

  5. University of Pennsylvania

    Philadelphia, United States

    4 h-index

    13 publications

    3.3K citations

  6. University of Colorado Boulder

    Boulder, United States

    4 h-index

    20 publications

    977 citations

  7. University of Basilicata

    Potenza, Italy

    4 h-index

    10 publications

    571 citations

  8. Harvard University

    Cambridge, United States

    4 h-index

    5 publications

    417 citations

1–8 of 417

Venues

  1. Journal of Marketing

    JM · 7 publications · 3.4K citations

    7

    h-index

  2. Alcoholism Clinical and Experimental Research

    ACER · 4 publications · 223 citations

    4

    h-index

  3. Journal of Personal Selling and Sales Management

    JPSSM · 4 publications · 266 citations

    4

    h-index

  4. Sustainability

    4 publications · 135 citations

    4

    h-index

  5. Proceedings of the National Academy of Sciences

    PNAS · 3 publications · 784 citations

    3

    h-index

1–5