Control mechanisms, idea transfer, and performance in sales organizations

Drawing on the knowledge-based theory of the firm, the authors examine the differential effects of an individual orientation and a group orientation on idea transfer from the salesperson to the sales manager. The authors also consider the moderating effect of output and process control on the relationship between group and individual orientation and idea transfer. The results suggest that individual and group orientations have different effects on idea transfer, and these effects are moderated by output control. Salespeople who share ideas with the sales manager are rated as higher performers by the manager. At the group level, a climate of idea sharing among salespeople results in improved unit performance.

► Salespeople who share ideas with the sales manager are rated as higher performers by the manager.
► Sales management control systems influence the extent to which salespeople offer new ideas to managers.
► Output control moderates the influence of self and professional control on idea transfer.