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Journal of the Academy of Marketing Science

Erschienen in:

01.09.2007

How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions

verfasst von: Kenneth R. Evans, Timothy D. Landry, Po-Chien Li, Shaoming Zou

Erschienen in: Journal of the Academy of Marketing Science | Ausgabe 3/2007

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Abstract

In this study, the authors propose a theory that incorporates the mediating effects of three important organizational sales-related psychological climate perceptions (e.g., the organization’s customer orientation, sales innovativeness, and sales supportiveness) to explain how sales force controls affect sales-related outcomes. Based on a survey of 293 salespeople and using path analysis, the authors find that the inclusion of these psychological climate perceptions allows for explanatory improvement in linking sales controls to salesperson job satisfaction and performance. These results complement previous studies in that formal controls were found to affect outcomes directly. However, they also provide important insight into the indirect effects of sales controls—through salespeople’s perceptions of managerial commitment to making the salespeople effective (i.e., the sales-related psychological climate).

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Titel: How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions
verfasst von: Kenneth R. Evans
Timothy D. Landry
Po-Chien Li
Shaoming Zou
Publikationsdatum: 01.09.2007
Verlag: Kluwer Academic Publishers-Plenum Publishers
Erschienen in: Journal of the Academy of Marketing Science / Ausgabe 3/2007
Print ISSN: 0092-0703
Elektronische ISSN: 1552-7824
DOI: https://doi.org/10.1007/s11747-007-0033-5

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