The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
By Michael Mallin, Ellen Bolman Pullins. 2009
89 citations recorded by the source corpus.
Subfields: Management Information Systems, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/7c76292b09316cd765cd396c0c49857605500040
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In Management Information Systems
In Organizational Behavior and Human Resource Management
Citations in the corpus
- The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective (2013, background): “A key difference between activity control and capability control is that activity control usually does not provide detailed diagnostic feedback that enables salespeople to recalibrate their strategies in different sales encounters (Mallin and Pullins 2009).”
- Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance (2018, background): “Mallin and Pullins 2009 – IMM; Miao, Evans, and Shaoming 2007 - JBR While sharing some characteristics with grit (such as satisfaction with overcoming challenges), intrinsic motivation does not explicitly share the same goal focus as grit.”