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Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

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  • Cravens, David W.
  • Lassk, Felicia G.
  • Low, George S.
  • Marshall, Greg W.
  • Moncrief, William C.

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  • Cravens, David W. & Lassk, Felicia G. & Low, George S. & Marshall, Greg W. & Moncrief, William C., 2004. "Formal and informal management control combinations in sales organizations: The impact on salesperson consequences," Journal of Business Research, Elsevier, vol. 57(3), pages 241-248, March.
    • Handle: RePEc:eee:jbrese:v:57:y:2004:i:3:p:241-248
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    1. Ford, Neil M. & Walker, Orville Jr. & Churchill, Gilbert Jr., 1975. "Expectation-specific measures of the intersender conflict and role ambiguity experienced by industrial salesmen," Journal of Business Research, Elsevier, vol. 3(2), pages 95-112, April.
    2. Behrman, Douglas N. & Perreault, William Jr., 1982. "Measuring the performance of industrial salespersons," Journal of Business Research, Elsevier, vol. 10(3), pages 355-370, September.
    3. Jackson, Susan E. & Schuler, Randall S., 1985. "A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 36(1), pages 16-78, August.
    4. Comer, James M. & Machleit, Karen A. & Lagace, Rosemary R., 1989. "Psychometric assessment of a reduced version of INDSALES," Journal of Business Research, Elsevier, vol. 18(4), pages 291-302, June.
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    Cited by:

    1. Liang, Xiaoning & Frösén, Johanna, 2020. "Examining the link between marketing controls and firm performance: The mediating effect of market-focused learning capability," Journal of Business Research, Elsevier, vol. 109(C), pages 545-556.
    2. Sebastian Goebel & Barbara E. Weißenberger, 2017. "The Relationship Between Informal Controls, Ethical Work Climates, and Organizational Performance," Journal of Business Ethics, Springer, vol. 141(3), pages 505-528, March.
    3. Arndt, Aaron D. & Karande, Kiran & Landry, Timothy D., 2011. "An Examination of Frontline Cross-functional Integration during Retail Transactions," Journal of Retailing, Elsevier, vol. 87(2), pages 225-241.
    4. Bei Liu & Hong Chen & Shiyan Jiang & Qingqing Sun, 2021. "Why Can’t I Work in a Green Way? Research on the Influencing Mechanism of Employees’ Labor Intentions," Sustainability, MDPI, vol. 13(20), pages 1-13, October.
    5. Jordão, Ricardo Vinícius Dias & Souza, Antônio Artur & Avelar, Ewerton Alex, 2014. "Organizational culture and post-acquisition changes in management control systems: An analysis of a successful Brazilian case," Journal of Business Research, Elsevier, vol. 67(4), pages 542-549.
    6. Devesh Baid, 2017. "A Study of Management Control Systems (MCS) and School Performance," Metamorphosis: A Journal of Management Research, , vol. 16(2), pages 92-106, December.
    7. Paul, Michael & Hennig-Thurau, Thorsten & Groth, Markus, 2015. "Tightening or loosening the “iron cage”? The impact of formal and informal display controls on service customers," Journal of Business Research, Elsevier, vol. 68(5), pages 1062-1073.
    8. Pascal Paillé & Nicolas Raineri & Olivier Boiral, 2019. "Environmental Behavior On and Off the Job: A Configurational Approach," Journal of Business Ethics, Springer, vol. 158(1), pages 253-268, August.
    9. Simintiras, Antonis C. & Ifie, Kemefasu & Watkins, Alan & Georgakas, Konstatinos, 2013. "Antecedents of adaptive selling among retail salespeople: A multilevel analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 20(4), pages 419-428.
    10. Coelho, Filipe J. & Evanschitzky, Heiner & Sousa, Carlos M.P. & Olya, Hossein & Taheri, Babak, 2021. "Control mechanisms, management orientations, and the creativity of service employees: Symmetric and asymmetric modeling," Journal of Business Research, Elsevier, vol. 132(C), pages 753-764.
    11. Murtha, Brian R. & Shervani, Tasadduq A. & Challagalla, Goutam N. & Kirkman, Bradley L., 2014. "Control system diversity: Implications for selling centers," Journal of Business Research, Elsevier, vol. 67(9), pages 1870-1876.
    12. Theodosiou, Marios & Katsikea, Evangelia, 2007. "How management control and job-related characteristics influence the performance of export sales managers," Journal of Business Research, Elsevier, vol. 60(12), pages 1261-1271, December.
    13. Weiping Jiang & Xianbo Zhao & Jian Zuo, 2017. "(Dis)Trust, Control, and Project Success: From a Chinese Project Owner’s Perspective," Sustainability, MDPI, vol. 9(11), pages 1-16, October.
    14. Verbeke, W.J.M.I. & Dietz, H.M.S. & Verwaal, E., 2010. "Drivers of Sales Performance: A Contemporary Meta-Analysis," ERIM Report Series Research in Management ERS-2010-031-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    15. Lukas Isenberg & Susanne Kreiter & Roland Helm & Christian Schmitz, 2022. "Marketing control in international headquarters-subsidiary working relationships of industrial goods firms: the role of environmental context," Journal of Business Economics, Springer, vol. 92(6), pages 1035-1064, August.
    16. Christian Jung-Gehling & Erik Strauss, 2018. "A Contemporary Concept of Organizational Control: Its Dependence on Shared Values and Impact on Motivation," Schmalenbach Business Review, Springer;Schmalenbach-Gesellschaft, vol. 70(4), pages 341-374, November.
    17. Stock, Ruth Maria, 2016. "Understanding the relationship between frontline employee boreout and customer orientation," Journal of Business Research, Elsevier, vol. 69(10), pages 4259-4268.
    18. Miao, C. Fred & Evans, Kenneth R., 2012. "Effects of formal sales control systems: A combinatory perspective," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 181-191.
    19. Kim, Changju & Takashima, Katsuyoshi, 2014. "The impact of outcome-based control for retail buyers on organizational performance," Australasian marketing journal, Elsevier, vol. 22(2), pages 76-83.
    20. Miao Li & Luluo Peng & Guijun Zhuang, 2020. "Sales Control Systems and Salesperson Commitment: The Moderating Role of Behavior Uncertainty," Sustainability, MDPI, vol. 12(7), pages 1-18, March.
    21. Kim, Stephen K. & Tiwana, Amrit, 2017. "Dual Control of Salesforce in Partially Integrated Channels," Journal of Retailing, Elsevier, vol. 93(3), pages 304-316.
    22. Miao, C. Fred & Evans, Kenneth R., 2014. "Motivating industrial salesforce with sales control systems: An interactive perspective," Journal of Business Research, Elsevier, vol. 67(6), pages 1233-1242.
    23. Sebastian Goebel & Barbara E. Weißenberger, 2017. "Effects of management control mechanisms: towards a more comprehensive analysis," Journal of Business Economics, Springer, vol. 87(2), pages 185-219, February.
    24. Spillecke, Susanne B. & Brettel, Malte, 2013. "The impact of sales management controls on the entrepreneurial orientation of the sales department," European Management Journal, Elsevier, vol. 31(4), pages 410-422.
    25. Lee, Hae Young & Lee, Yong-Ki & Kwon, Dowan, 2005. "The intention to use computerized reservation systems: the moderating effects of organizational support and supplier incentive," Journal of Business Research, Elsevier, vol. 58(11), pages 1552-1561, November.

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