Goal-setting paradoxes? Trade-offs between working hard and working smart: The United States versus China

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The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence (2010, background): “This analysis suggests that benefit-based and cost-based dependence mediate the impact of core offering capability and operations capability on these customer loyalty variables (cf., Fang et al. 2004; Nicholson et al. 2001; and Palmatier et al. 2007), supporting H7a and H7b.”
The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective (2013, background): “Consistent with other sales studies involving adaptive selling, we focus on salespeople’s actual adaptive selling behavior in our model because only adaptive selling behavior, but not adaptive belief, is expected to be an immediate precursor of sales performance (Fang et al. 2004; Marks et al. 1996;”
Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy (2010, result): “In support of this, researchers have established that high managerial expectations can overwhelm the compliance effect it creates among sales personnel (e.g., Chowdhury 1993; Fang, Palmatier, and Evans 2004).”
Returns on Business-to-Business Relationship Marketing Investments: Strategies for Leveraging Profits (2006, background): “As more effort is exerted, sales performance and profits should increase (Fang et al. 2004).”