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

Abstract

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. © 2004 Elsevier Inc. All rights reserved.