Motivating industrial salesforce with sales control systems: An interactive perspective

Volume: 67, Issue: 6, Pages: 1233 - 1242
Published: Jun 1, 2014
Abstract
null null This research examines the interactive effects on industrial salespeople's intrinsic and extrinsic (I/E) motivation of outcome control, activity control, and capability control above and beyond their main effects. I/E motivation are disaggregated into their cognitive and affective dimensions. Moderated regressions using a sample of industrial salespeople find that (1) outcome control and capability control have positive interactive...
Paper Details
Title
Motivating industrial salesforce with sales control systems: An interactive perspective
Published Date
Jun 1, 2014
Volume
67
Issue
6
Pages
1233 - 1242
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