The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems
Abstract
In a previous volume of this journal, the authors presented a behavior versus outcome sales control continuum based on methods of monitoring, directing, evaluating, and compensating the salesperson's efforts and results. They empirically test their propositions about how control system perceptions influence salespeople on a diverse sample of sales representatives. They find that the predicted effects of control philosophy on affective and motivational states are generally supported whereas the effects on sales strategies or performance outcomes are not. Organizational culture differences are also observed.
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Cites
Perceived organizational support.
Eisenberger, R., Huntington, R., Hutchison, S., & Sowa, D. (1986) · Journal of Applied Psychology · doi:10.1037/0021-9010.71.3.500 · Cited by 10,023
Conventional wisdom on measurement: A structural equation perspective.
Bollen, K., & Lennox, R. (1991) · Psychological Bulletin · doi:10.1037/0033-2909.110.2.305 · Cited by 3,618
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Connelly, B. L., Tihanyi, L., Crook, T. R., & Gangloff, K. A. (2014) · Journal of Management · doi:10.1177/0149206313498902 · Cited by 338
Examining the Impact of Servant Leadership on Sales Force Performance
Jaramillo, F., Grisaffe, D. B., Chonko, L. B., & Roberts, J. A. (2009) · Journal of Personal Selling & Sales Management · doi:10.2753/pss0885-3134290304 · Cited by 219
Bande, B., Fernández-Ferrín, P., Varela-Neira, C., & Otero-Neira, C. (2016) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-03-2014-0046 · Cited by 139
Metadata
- Authors
- Oliver, R. L., & Anderson, E.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1994-10
- Volume
- 58
- Issue
- 4
- Pages
- 53-67
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2067660748
- Cited by
- 730
- References
- 2
- FWCI
- 13.27
- Type
- journal article
- Language
- en
- Open access
- closed
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- Oliver, R. L., & Anderson, E. (1994). An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems. Journal of Marketing. https://doi.org/10.1177/002224299405800405
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
