An Empirical Study about the Effect of Formal Control on Salesperson Performance

Based on prior researches,the paper did empirical analysis about the effect of formal control on salesperson performance.The results indicated that the hypothesis of the positive linear relationship between performance and outcome control were supported,The hypotheses of the non-linear inverse "U" relationship between performance and outcome control,performance and process control,were not supported,and the hypothesis of the positive linear relations of performance and process control were also not supported.Comparing with short service length salesperson,the non linear relationship between outcome control and performance is more significant for long service length salesperson.According to the empirical results,Chinese enterprise should consider moderate outcome control,and advance process control level.