Salesforce control systems: an integrated approach

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Salesforce control systems: an integrated approach

Please use this identifier to cite or link to this item: http://hdl.handle.net/10355/4811

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dc.contributor.advisor Evans, Kenneth R. en
dc.contributor.author Miao, Chenjie, 1973- en_US
dc.date.accessioned 2010-01-12T18:42:57Z
dc.date.available 2010-01-12T18:42:57Z
dc.date.issued 2007 en_US
dc.date.submitted 2007 Summer en
dc.identifier.other MiaoC-050307-D7701 en_US
dc.identifier.uri http://hdl.handle.net/10355/4811
dc.description The entire dissertation/thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file (which also appears in the research.pdf); a non-technical general description, or public abstract, appears in the public.pdf file. en_US
dc.description Title from title screen of research.pdf file (viewed on December 6, 2007) en_US
dc.description Vita. en_US
dc.description Includes bibliographical references. en_US
dc.description Thesis (Ph. D.) University of Missouri-Columbia 2007. en_US
dc.description Dissertations, Academic -- University of Missouri--Columbia -- Business administration. en_US
dc.description.abstract Salesforce management has strategic importance to a company's competitive advantage. However, to date, the direct effects of the salesforce control systems on sales personnel's key job outcomes are inconclusive and the findings are sometimes contradictory. This dissertation advances and empirically tests a theoretical framework integrating salesperson's intrinsic/extrinsic (I/E) motivation, adaptive selling behavior, and selling effort as key mediators. Empirical results suggest that the effectiveness of salesforce control systems hinges on the extent to which they enhance adaptive selling behavior through salesperson's motivation. Moreover, this dissertation clarifies the role of salesperson's motivation in the sales control context by (1) demonstrating salesperson's I/E motivation as a state (cultivated on the job) as opposed to a stable trait (selected for in recruitment) and (2) by disaggregating the global I/E motivation into cognitive and affective dimensions that have distinct antecedents and consequences. Finally, this dissertation found competitive intensity, salesperson experience, and selling effort to be important boundary conditions that must be considered in the effective design and deployment of salesforce control systems. en_US
dc.language.iso en_US en_US
dc.publisher University of Missouri--Columbia en_US
dc.relation.ispartof 2007 Freely available dissertations (MU) en_US
dc.subject.lcsh Marketing -- Management en_US
dc.subject.lcsh Customer relations -- Management en_US
dc.subject.lcsh Sales force management en_US
dc.subject.lcsh Consumer behavior en_US
dc.title Salesforce control systems: an integrated approach en_US
dc.type Thesis en_US
thesis.degree.discipline Business administration en_US
thesis.degree.grantor University of Missouri--Columbia en_US
thesis.degree.name Ph. D. en_US
thesis.degree.level Doctoral en_US
dc.identifier.merlin .b61496881 en_US
dc.identifier.oclc 182863025 en_US
dc.relation.ispartofcommunity University of Missouri-Columbia. Graduate School. Theses and Dissertations. Dissertations. 2007 Dissertations


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