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.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
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
Cited by
Tournament Theory: Thirty Years of Contests and Competitions
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
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
Data sources
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.
