How sales controls affect job-related outcomes : the role of organizational sales-related psychological climate perceptions

@inproceedings{Evans2007HowSC,
  title={How sales controls affect job-related outcomes : the role of organizational sales-related psychological climate perceptions},
  author={Kenneth R. Evans and Timothy D. Landry and Po-Chien Li and Shaoming Zou},
  year={2007}
}
In this study, the authors propose a theory that incorporates the mediating effects of three important organizational sales-related psychological climate perceptions (e.g., the organization’s customer orientation, sales innovativeness, and sales supportiveness) to explain how sales force controls affect sales-related outcomes. Based on a survey of 293 salespeople and using path analysis, the authors find that the inclusion of these psychological climate perceptions allows for explanatory… CONTINUE READING

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