Summary Brief An Examination of the Characteristics of Behavior versus Outcome-Based Canadian Salesforces

Differences in the characteristics of behavior-based versus outcome-based salesforces are explored The most important differences between the two groups are intrinsic motivation and recognition motivation. The results indicate that professional competence, team orientation, risk aversion, sales support orientation, customer orientation and planning orientation are not significant, Behavior-based sales forces are more profitable, provide more customer satisfaction and are allocated more customers.