Abstract
The purpose of this study is to investigate the relationship between
Behavioral-based sales control system and salespersons’ work engagement
dimensions, vis-à-vis examining the role of supervisory support as an effect
modifier on these relationships. Drawing on two theoretical foundations i.e.
self-determination (SDT) and organizational support theory (OST), the
conceptual model not only inspects the main effect of Behavior-based sales
control system on three dimensions of salespersons’ work engagement but
also examines how the interaction among Behavior-based sales control
system and supervisory support affects the strength of these relationships.
Multi-stage stratified random sampling of national and multinational
pharmaceutical firms was used. The data utilized for this empirical research
was collected from questionnaire responses by medical representatives of
twenty national and multinational pharmaceutical firms. Analysis through
structural equation modeling revealed that Behavior-based sales control
system was positively related with vigor, dedication and absorption.
Regarding the interaction effects supervisory support had a positive effect on
the relationships between Behavior-based sales control system and the three
dimensions of work engagement. Implications for research and practice are
also discussed.
