According to Max Weber, bureaucracy is the most efficient and most rational known means of exercising authority over human beings (Weber, p223). Further it is reliable, precise and stable, these are all terms that are desired for large complex organizations that need to control vast amounts of employees. Bureaucracy is based on legitimate authority, those that are being controlled by others; accept oppression as part of the work along. There are several characteristics that mold a particular organization into following the bureaucracy model, such as, rules, hierarchy, salaried careers, written documents and appointment. These characteristics serve as a guideline, or an owner's manual of sorts that has a pr

An internal sales force is a company who uses their own employees to sell a product they have produced. They are employed by the organization and receive a salary, no matter if the product is successful or not. The externalized labor market consists of independent contractors who agree to sell the product for the company for this they receive a commission according to the amount of products sold. Companies who have greater difficulty in evaluating a salespersons performance are more likely to substitute surveillance for commission as a control device (Anderson, p 234). Internal sales forces are associated with complex, hard to learn product lines in which the selling districts expect nonselling activities.

Weber, Max. 1922/1968. "The Types of Legitimate Domination." And "Bureaucracy" Pp. 216-226, 956-963 in Economy and Society, edited by Guenther Roth and Claus Wittich. Berkley: University of California

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