Title: Intellectual structure of salesforce control system research: mapping the domain using bibliometric tools

Authors: Adil Khan; Sujit Kumar Patra; Sunil Kumar

Addresses: GITAM School of Business, GITAM (Deemed to be University), Visakhapatnam, Andhra Pradesh, India ' Jaipuria Institute of Management, Vineet Khand, Gomti Nagar, Lucknow, Uttar Pradesh, 226010, India ' GITAM School of Business, GITAM (Deemed to be University), Visakhapatnam, Andhra Pradesh, India

Abstract: This study uses bibliometric techniques to synthesise past material to address various elements of salesforce control system. The Scopus database is used in this study to assess the most productive authors, institutions, countries, and most referenced papers, etc. Data from Scopus 224 articles, entailing contributions from 357 authors, 87 journals, were analysed. The study used R-package (biblioshiny) and Vosviewer for conducting bibliometric review research. The Vosviewer software identifies the co-occurrence of authors, countries, sources, and so on, and Biblioshiny is used for impact analysis. This is a comprehensive research that provides a historical overview of significant advancements and analyses of salesforce control system. The data suggest that there is an increasing number of studies focusing on salesforce control system. These findings are used to propose directions for further research in this field, such as the need for methodological advancement and theoretical grounding.

Keywords: salesforce control system; sales management; sales performance; sales compensation bibliometric analysis; Vosviewer.

DOI: 10.1504/IJSS.2024.143416

International Journal of Services and Standards, 2024 Vol.14 No.3, pp.185 - 212

Received: 10 Aug 2023
Accepted: 07 Feb 2024
Published online: 19 Dec 2024 *

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