ترکیب کنترل مدیریت رسمی و غیر رسمی در سازمان فروش: تاثیر بر عواقب فروشنده
|کد مقاله||سال انتشار||مقاله انگلیسی||ترجمه فارسی||تعداد کلمات|
|49472||2004||8 صفحه PDF||سفارش دهید||5461 کلمه|
Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)
Journal : Journal of Business Research, Volume 57, Issue 3, March 2004, Pages 241–248
Selecting an effective form of management control in sales organizations is important in achieving favorable salesperson consequences. We examine an alternative perspective to behavior-based management control in sales organizations. The conceptualization consisting of high, bureaucratic, clan, and low management control combinations is examined as a framework for management control research in sales organizations. In this study, hypotheses are developed concerning various salesperson consequences of the control combinations. The hypotheses are tested using a sample of 1042 salespeople from a broad range of industries and companies. The findings suggest that salespeople who work under a more visible control system (high control) perform better, are more satisfied, and display lower burnout and role stress, compared to salespeople working under bureaucratic, clan, and low control combinations. The managerial implications are discussed and several future research directions are proposed.