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Linking behavioral control to frontline employee commitment and performance: a test of two alternative explanations using motivation theories

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  • Dewettinck, K.

    ()

  • Buyens, D.

    () (Vlerick Leuven Gent Management School)

Abstract

We propose and empirically test a model in which behavioral control is linked to frontline employee commitment and performance. We test two alternative explanations by examining the intermediate role of job autonomy and situational learning orientation. The hypotheses are tested using multiple-source survey data from a sample of 1184 frontline employees and their supervisors. Results indicate that situational learning orientation is an important construct in linking behavioral control to performance. Job autonomy shows to be important in explaining employee outcomes but is only marginally related to behavioral control. Theoretical and managerial implications are discussed.

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  • Dewettinck, K. & Buyens, D., 2006. "Linking behavioral control to frontline employee commitment and performance: a test of two alternative explanations using motivation theories," Vlerick Leuven Gent Management School Working Paper Series 2006-13, Vlerick Leuven Gent Management School.
  • Handle: RePEc:vlg:vlgwps:2006-13
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    1. Baldauf, Artur & Cravens, David W. & Grant, Kegn, 2002. "Consequences of sales management control in field sales organizations: a cross-national perspective," International Business Review, Elsevier, vol. 11(5), pages 577-609, October.
    2. William G. Ouchi, 1979. "A Conceptual Framework for the Design of Organizational Control Mechanisms," Management Science, INFORMS, vol. 25(9), pages 833-848, September.
    3. Flamholtz, Eric G. & Das, T. K. & Tsui, Anne S., 1985. "Toward an integrative framework of organizational control," Accounting, Organizations and Society, Elsevier, vol. 10(1), pages 35-50, January.
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