Inconsistencies among the constitutive elements of a sales force control system: test of a configuration theory-based performance prediction

This paper adopts a configuration theory perspective to investigate how inconsistencies among the perceived elements of a sales force control system influence salesperson performance. Analysis based on a sample of 1,290 salespeople suggests that these inconsistencies hurt salesperson performance. Furthermore, this relationship is moderated by professional maturity, a combined index of age, selling experience, and organizational tenure. Implications for management and future research are offered.