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dc.contributor.advisorEvans, Kenneth R.eng
dc.contributor.authorMiao, Chenjie, 1973-eng
dc.date.issued2007eng
dc.date.submitted2007 Summereng
dc.descriptionThe 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.eng
dc.descriptionTitle from title screen of research.pdf file (viewed on December 6, 2007)eng
dc.descriptionVita.eng
dc.descriptionIncludes bibliographical references.eng
dc.descriptionThesis (Ph. D.) University of Missouri-Columbia 2007.eng
dc.descriptionDissertations, Academic -- University of Missouri--Columbia -- Business administration.eng
dc.description.abstractSalesforce 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.eng
dc.identifier.merlin.b61496881eng
dc.identifier.oclc182863025eng
dc.identifier.otherMiaoC-050307-D7701eng
dc.identifier.urihttp://hdl.handle.net/10355/4811eng
dc.languageEnglisheng
dc.publisherUniversity of Missouri--Columbiaeng
dc.relation.ispartof2007 Freely available dissertations (MU)eng
dc.relation.ispartofcommunityUniversity of Missouri-Columbia. Graduate School. Theses and Dissertations. Dissertations. 2007 Dissertationseng
dc.subject.lcshMarketing -- Managementeng
dc.subject.lcshCustomer relations -- Managementeng
dc.subject.lcshSales force managementeng
dc.subject.lcshConsumer behavioreng
dc.titleSalesforce control systems: an integrated approacheng
dc.typeThesiseng
thesis.degree.disciplineBusiness administration (MU)eng
thesis.degree.grantorUniversity of Missouri--Columbiaeng
thesis.degree.levelDoctoraleng
thesis.degree.namePh. D.eng


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