Original Empirical Research

Journal of the Academy of Marketing Science

, Volume 41, Issue 1, pp 73-90

First online:

The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective

  • C. Fred MiaoAffiliated withSchool of Business, Clarkson University Email author 
  • , Kenneth R. EvansAffiliated withMichael F. Price College of Business, University of Oklahoma

Rent the article at a discount

Rent now

* Final gross prices may vary according to local VAT.

Get Access


Sales control systems represent an important managerial tool in directing the sales force for desired organizational objectives. However, the majority of prior sales control research has focused only on the main effects of sales control systems without explicitly considering their interactive effects and associated intervening mechanisms. Drawing on job demands–resources theory, the authors theorize differential interactive effects of outcome control, activity control, and capability control on job engagement (i.e., adaptive selling behavior and selling effort) and job stress (i.e., role ambiguity and role conflict), which subsequently affect salesperson performance. Empirical results using a sample of industrial salespeople find that (1) outcome control and capability control have positive interactive effects on adaptive selling behavior and selling effort while suppressing role conflict, (2) activity control and capability control have a negative interactive effect on role ambiguity, and (3) outcome control and activity control have a positive interactive effect on selling effort but negative interactive effects on adaptive selling behavior and role clarity. These results indicate that sales control researchers can benefit from considering the complex interactive effects of various control styles as well as the intervening processes, which provide a more refined understanding of this important managerial tool.


Sales control interactive effects Adaptive selling behavior Selling effort Role ambiguity Role conflict Salesperson performance