Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

By D. Cravens, Felicia G. Lassk, G. Low, Greg W. Marshall, William C. Moncrief. 2004

153 citations recorded by the source corpus.

Subfields: Information Systems and Management, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/88d80c1b2cb3a87448b6e38a42e28d0eacf666c4

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Information Systems and Management

1. C. Fred Miao

In Organizational Behavior and Human Resource Management

1. C. Fred Miao
2. K. Evans

Citations in the corpus

• The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective (2013, background): “Given that most sales organizations employ a combination of behavior- and outcome-based control systems (Cravens et al. 2004; Oliver and Anderson 1995), an understanding of the interactive effects of sales control systems is of both theoretical and managerial interest.”