کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
10493625 | 940436 | 2005 | 9 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship
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موضوعات مرتبط
علوم انسانی و اجتماعی
مدیریت، کسب و کار و حسابداری
کسب و کار و مدیریت بین المللی
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چکیده انگلیسی
There have been no consistent findings with regard to the relationships between sales control systems and job performance. The authors propose a contingency model in which the effects of sales control systems on job performance are moderated by goal-setting characteristics (goal difficulty, goal specificity, and goal participation). They empirically test the model using two studies conducted in the United States and China, respectively. The findings suggest the need for considering goal-setting characteristics when one attempts to link sales control systems to salesperson's job performance. Managerial and research implications are offered at the conclusion of the paper.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 58, Issue 9, September 2005, Pages 1214-1222
Journal: Journal of Business Research - Volume 58, Issue 9, September 2005, Pages 1214-1222
نویسندگان
Eric Fang, Kenneth R. Evans, Shaoming Zou,