Alcohol abuse in the sales force

Article Abstract:

Much of the literature on the problem of alcohol abuse in the nation and in the work place implies that salespeople should be particularly susceptible to problem drinking. Most discussion of alcohol abuse by salespeople has been anecdotal and speculative in nature, however, and little empirical research has been reported to support the anecdotes and speculations. This study examines the problem of sales force alcohol abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of this problem in the nation's sales forces, the methods of dealing with alcohol-abusing salespeople, and factors related to problem drinking in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed. (Reprinted by permission of the publisher.)

Employee alcoholism, Drinking of alcoholic beverages, Drinking (Alcoholic beverages)

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Behavior- and outcome-based sales control systems: evidence and consequences of pure-form and hybrid governance

Article Abstract:

Anderson and Oliver (1987) presented a behavior vs. outcome sales control taxonomy based on methods of monitoring salespersons' effort. Under an outcome system, sales revenue is thought to be a sufficient criterion for sales proficiency. Under a behavior system, the sales process itself is critical and "input" monitoring activities are maximized. Oliver and Anderson (1994) tested these differences on salesperson perceptions and found effects on affective and cognitive consequences. This paper extends these findings and shows that, while conventional behavior and outcome strategies appear to be operating in accord with theory, evidence is found for an integrated or "hybrid" philosophy exhibiting degrees of both. The incidence and nature of such strategies are discussed in terms of their consequences and implications. (Reprinted by permission of the publisher.)

Models, Management

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Drug abuse in the sales force

Article Abstract:

Drug abuse in the workplace is a national problem of frightening proportions and there is no reason to suspect that the nation's sales forces should be immune. This study examines the problem of sales force drug abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of drug abuse in the nation's sales forces, the methods of dealing with the problem, and factors relating to drug abuse problems in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed. (Reprinted by permission of the publisher.)

Analysis, Drug use, Sales management, Employee drug abuse

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