The DOI matches its Crossref record; 47 of the 47 references it cites were found in a registry or an index.
Marketing Jobs and Management Controls: Toward a Framework
Abstract
The authors consider the relationships among two characteristics associated with senior marketing positions (procedural knowledge and performance documentation), four types of management controls, and three job-related minipathologies (job tension, dysfunctional behaviors, and information asymmetries between superiors and subordinates). Selected management control theory suggests that the characteristics of a given marketing position should predict managers’ reliance on specific types of management controls. In turn, these controls should directly predict the extent of job-related minipathologies. In contrast, contingency theories of control suggest that task characteristics moderate the direct effects of controls on these negative outcomes. In effect, they argue that whether outcomes are positive or negative depends on the extent to which controls “fit” a given marketing position. To test these ideas, a national survey of senior marketing personnel was conducted. Three sets of findings emerged. First, the two task characteristics studied generally predict the type of controls-in-use. Second, certain controls-in-use have a modest effect on specific minipathologies. Third, the moderating effect of task characteristics is not confirmed. Implications for marketing practice and directions for future research in marketing are proposed.
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Cited by
Bartsch, S., Weber, E., Büttgen, M., & Huber, A. (2020) · Journal of Service Management · doi:10.1108/josm-05-2020-0160 · Cited by 475
Opportunism and Honest Incompetence—Seeking Explanations for Noncompliance in Public Procurement
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Impacts of Perceived Behavior Control and Emotional Labor on Gig Workers
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Metadata
- Authors
- Jaworski, B. J., & Macinnis, D. J.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1989-11
- Volume
- 26
- Issue
- 4
- Pages
- 406-419
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W3121173280
- Cited by
- 325
- References
- 47
- FWCI
- 1.85
- Type
- journal article
- Language
- en
- Open access
- closed
- Licence
- journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
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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.
