Control system diversity: Implications for selling centers

Brian R. Murtha, Tasadduq A. Shervani, Goutam N. Challagalla and Bradley L. Kirkman

Journal of Business Research, 2014, vol. 67, issue 9, 1870-1876

Abstract: It is often the case that members of selling centers are governed by different control systems (i.e., some selling center members are governed more by behavior controls while others are governed more by outcome controls). Surprisingly, there is little research which examines the impact of control system diversity (CSD) on selling center processes (e.g., decision comprehensiveness) and outcomes (e.g., performance). The present research integrates the literature on psychological stakes to show that CSD is positively related to decision comprehensiveness when psychological stakes are high but not when they are low. Decision comprehensiveness, in turn, is positively related to performance. This research uses data from multiple sources across 61 selling centers to provide novel insights into a new form of diversity and the under researched context of selling centers.

Keywords: Control systems; Selling centers; Diversity; Psychological stakes; Similarity attraction; Sales teams (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:67:y:2014:i:9:p:1870-1876

DOI: 10.1016/j.jbusres.2013.12.002

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