Behavioral Self-Management as a Supplement to External Sales Force Controls |
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| Authors: | Daniel A. Sauers James B. Hunt Ken Bass |
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| Affiliation: | 1. Daniel A. Sauers (Ph.D., Florida State University) is a Lecturer in Business Management in the Department of Economics and Marketing at Lincoln University, Canterbury, New Zealand. Dr. Sauers has contributed articles to the Akron Business and Economic Review and Marketing News. He has written papers for Proceedings of the Southern Management Association and the International Academy of Management and Marketing, and has presented papers at the Academy of Management Annual Meeting. His current research interests are in the application of behavioral theories to salesforce management.;2. James B. Hunt (Ph.D., Florida State University) is an Assistant Professor of Marketing at the University of North Carolina at Wilmington. He has contributed articles to the Journal of the Academy of Marketing Science and Today's CPA. He has written papers for Proceedings of the American Marketing Association, Academy of Marketing Science, Decision Sciences Institute and numerous regional meetings. His areas of research interest include advertising strategy, emotional advertising, sports marketing, and health care marketing.;3. Ken Bass (M.B.A., Louisiana State University) is a Doctoral Candidate in Management at Louisiana Tech University. He has written papers for Proceedings of the Southern Management Association and the Southwest Division of the Decision Sciences Institute. He worked several years in the health care field and has been doing research in the area of sales management for the past year. |
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| Abstract: | Salesforce control systems tend to focus on outcomes rather than behaviors. The use and effectiveness of behavior-based control systems is limited, particularly with industrial sales-people, who generally operate in the field much of the time where their behavior cannot be closely observed or supervised by management. The authors propose Behavioral Self-Management (BSM) as a means of controlling the methods salespeople use to achieve results. Specific BSM techniques applicable to selling and strategies for encouraging salespeople to engage in self- management are reviewed. |
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