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Behaviour‐Based and Outcome‐Based Control Systems: A Meta‐Analytic Study
Author(s) -
Oliveira Santini Fernando,
Vieira Valter Afonso,
Ladeira Wagner Junior,
Sampaio Claudio Hoffmann
Publication year - 2019
Publication title -
canadian journal of administrative sciences / revue canadienne des sciences de l'administration
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.347
H-Index - 48
eISSN - 1936-4490
pISSN - 0825-0383
DOI - 10.1002/cjas.1486
Subject(s) - outcome (game theory) , control (management) , meta analysis , knowledge management , business , computer science , economics , microeconomics , medicine , artificial intelligence
Sales control systems are instruments used by firms to improve performance and other organizational outcomes. To understand their antecedents and consequences, this paper conducts a meta‐analysis based on 104 studies. The results showed significant relationships between behaviour‐ and outcome‐based control systems and the complexity of the products, bonuses, financial performance, sales innovation, organizational support and satisfaction with supervisors. The outcomes revealed that behaviour‐based control systems were the most effective mechanism in turbulent markets and for determining financial performance. However, outcome‐based control systems were the most efficient instrument for complex products.