This article investigates the role of gender on the perceptions of sales managers and salespeople of salesforce control systems. A series of focus groups and a national cross-sectional mail survey were conducted to determine specific components of control systems and perceptions of these systems. Tools associated with behavioral-based and output-based systems were investigated. Findings suggest that differences exist in the tools male and female sales manages use and the tools which “average” salespeople used These differences do not, however, suggest more frequent use of behavioral or output-based systems by either gender. “Best” salespeople reported no differences in the tools used.
Bingham et al. (Sun,) studied this question.