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Article: The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship

TitleThe moderating effect of goal-setting characteristics on the sales control systems-job performance relationship
Authors
KeywordsSales control systems
Contingency model
Job performance
Goal-setting characteristics
Issue Date2005
Citation
Journal of Business Research, 2005, v. 58, n. 9 SPEC. ISS., p. 1214-1222 How to Cite?
AbstractThere 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. © 2004 Elsevier Inc. All rights reserved.
Persistent Identifierhttp://hdl.handle.net/10722/230729
ISSN
2015 Impact Factor: 2.129
2015 SCImago Journal Rankings: 1.682

 

DC FieldValueLanguage
dc.contributor.authorFang, Eric-
dc.contributor.authorEvans, Kenneth R.-
dc.contributor.authorZou, Shaoming-
dc.date.accessioned2016-09-01T06:06:40Z-
dc.date.available2016-09-01T06:06:40Z-
dc.date.issued2005-
dc.identifier.citationJournal of Business Research, 2005, v. 58, n. 9 SPEC. ISS., p. 1214-1222-
dc.identifier.issn0148-2963-
dc.identifier.urihttp://hdl.handle.net/10722/230729-
dc.description.abstractThere 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. © 2004 Elsevier Inc. All rights reserved.-
dc.languageeng-
dc.relation.ispartofJournal of Business Research-
dc.subjectSales control systems-
dc.subjectContingency model-
dc.subjectJob performance-
dc.subjectGoal-setting characteristics-
dc.titleThe moderating effect of goal-setting characteristics on the sales control systems-job performance relationship-
dc.typeArticle-
dc.description.natureLink_to_subscribed_fulltext-
dc.identifier.doi10.1016/j.jbusres.2004.03.006-
dc.identifier.scopuseid_2-s2.0-12444292247-
dc.identifier.volume58-
dc.identifier.issue9 SPEC. ISS.-
dc.identifier.spage1214-
dc.identifier.epage1222-

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