Abstract Under the circumstances of consumer-dominated market, salesforce as the bond between enterprise and customer increasingly gains more attention. Salesforce performance will directly affect enterprise’s survival and development .however, it’s still rare in China that systematic research about influencing factors on salesforce is conducted at present. Based on foreign research in the past 20 years, and under the background of special Chinese culture, this article ,combining approach of literature review、field work and empirical research, reveals relative influencing factors on Chinese salesforce performance and its mechanism. The result shows that: behavior performance and satisfaction towards sales region design have a significant effect on salesforce performance; compensation system and sales control system have a significant effect on salesforce performance. Among them, organization commitment acts as a mediator. Finally, the authors discuss the theoretical implications and practica
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Received: 09 September 2010
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