Concepedia

Sales Supervision

Sales Supervision is a systematic managerial function within sales control systems that involves the direct oversight, guidance, and evaluation of sales personnel to ensure adherence to organizational objectives, distinguishable from broader strategic planning by its focus on real-time performance monitoring and behavioral coordination at the operational level.

71

Publications

5.8K

Citations

118

Authors

95

Institutions

Publications per year

2017–2026

7

Parents

Publications

71

An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems

Richard L. Oliver, Erin Anderson · Journal of Marketing · 1994 · 650 citations

, , +17

Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

Goutam Challagalla, Tasadduq A. Shervani · Journal of Marketing · 1996 · 474 citations

, , +16

Learning and Performance Orientation of Salespeople: The Role of Supervisors

Ajay K. Kohli, Tasadduq A. Shervani, Goutam Challagalla · Journal of Marketing Research · 1998 · 428 citations

, , +12

When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States

Kwaku Atuahene‐Gima, Haiyang Li · Journal of Marketing · 2002 · 403 citations

, , +13

An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems

Richard L. Oliver, Erin Anderson · Journal of Marketing · 1994 · 333 citations

, , +11

1–5 of 71

Authors

118

  1. AJ
    Alan J. Dubinsky

    Purdue University West Lafayette, United States

    8 publications · 478 citations

    8

    h-index

  2. AK
    Ajay K. Kohli

    Georgia Institute of Technology, United States

    7 publications · 1.1K citations

    7

    h-index

  3. GC
    Goutam Challagalla

    Georgia Institute of Technology, United States

    6 publications · 1.4K citations

    6

    h-index

  4. TA
    Tasadduq A. Shervani

    The University of Texas at Austin, United States

    5 publications · 1.3K citations

    5

    h-index

  5. DW
    David W. Cravens

    Texas Christian University, United States

    4 publications · 317 citations

    4

    h-index

1–5 of 118

Institutions

95

  1. The University of Texas at Austin

    Austin, United States

    5 h-index

    6 publications

    1.8K citations

  2. Texas Christian University

    Fort Worth, United States

    4 h-index

    7 publications

    651 citations

  3. Georgia Institute of Technology

    Atlanta, United States

    4 h-index

    5 publications

    1.2K citations

  4. University of Kentucky

    Lexington, United States

    3 h-index

    3 publications

    235 citations

  5. Binghamton University

    Binghamton, United States

    3 h-index

    3 publications

    128 citations

  6. University of Maryland, College Park

    College Park, United States

    2 h-index

    3 publications

    104 citations

  7. University of Bern

    Bern, Switzerland

    2 h-index

    2 publications

    117 citations

  8. University of Minnesota System

    Minneapolis, United States

    2 h-index

    2 publications

    189 citations

1–8 of 95

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 11 publications · 454 citations

    11

    h-index

  2. Journal of Marketing

    JM · 12 publications · 2.5K citations

    11

    h-index

  3. Industrial Marketing Management

    11 publications · 454 citations

    10

    h-index

  4. Journal of Marketing Research

    6 publications · 930 citations

    6

    h-index

  5. Journal of Business and Industrial Marketing

    5 publications · 122 citations

    5

    h-index

1–5