Management systems: Behavior control and Output control

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Behavioral-control “operates in ‘real time’ during task execution” (Abernethy & Brownell, 97), which allows for consistent, perpetual updates to strategy, whereas output-control only allows for periodic assessment. Behavior-systems afford managers more control over employees through interaction and relationships, employee participation and corporate culture...
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Managers impose their own ideas of “what salespeople should be and do to achieve results”. Managers can have employees’ focus on the firms’ long-term strategy as opposed to their individual goals to earn maximum commission seen in outcome-based systems...
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