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How management control and job-related characteristics influence the performance of export sales managers

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  • Theodosiou, Marios
  • Katsikea, Evangelia

Abstract

Despite the plethora of studies examining the influence of behavior-based sales management control on salesperson characteristics and performance, limited empirical evidence exists with respect to its relevance and importance in an export sales context. This study expands the existing literature by investigating the influence of behavior-based control and job-related characteristics on the performance of export sales managers. The article offers a conceptual model and an empirical test using data from 210 UK exporters. The findings support the positive influence of behavior-based control on certain export sales managers' characteristics and behavioral performance. The results also indicate that: specific export sales managers' characteristics enhance behavioral performance; behavioral performance is positively related to outcome performance; psychic distance moderates the relationship between behavior-based control and behavioral performance. The article concludes with a discussion of implications for export executives and suggestions for future research in the field.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:60:y:2007:i:12:p:1261-1271
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    References listed on IDEAS

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    Cited by:

    1. Leonidou, Leonidas C. & Katsikeas, Constantine S., 2010. "Integrative assessment of exporting research articles in business journals during the period 1960-2007," Journal of Business Research, Elsevier, vol. 63(8), pages 879-887, August.
    2. Syahputra, S, 2018. "Impact Of Sales Management Control Strategy On Sales Perfomance In Life Insurance Sector," MPRA Paper 92764, University Library of Munich, Germany.
    3. Katsikea, Evangelia & Theodosiou, Marios & Perdikis, Nick & Kehagias, John, 2011. "The effects of organizational structure and job characteristics on export sales managers' job satisfaction and organizational commitment," Journal of World Business, Elsevier, vol. 46(2), pages 221-233, April.
    4. Chang, Man-Ling & Cheng, Cheng-Feng, 2014. "How balance theory explains high-tech professionals' solutions of enhancing job satisfaction," Journal of Business Research, Elsevier, vol. 67(9), pages 2008-2018.
    5. Ryan, James C. & Tipu, Syed A.A., 2013. "Leadership effects on innovation propensity: A two-factor full range leadership model," Journal of Business Research, Elsevier, vol. 66(10), pages 2116-2129.
    6. 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.
    7. Zoha Fatima & Adil Khan & Abdul Saboor Mohammad, 2024. "The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 49(2), pages 275-292, May.

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