TY - JOUR
T1 - Control system diversity
T2 - Implications for selling centers
AU - Murtha, Brian R.
AU - Shervani, Tasadduq A.
AU - Challagalla, Goutam N.
AU - Kirkman, Bradley L.
PY - 2014/9
Y1 - 2014/9
N2 - 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.
AB - 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.
KW - Control systems
KW - Diversity
KW - Psychological stakes
KW - Sales teams
KW - Selling centers
KW - Similarity attraction
UR - http://www.scopus.com/inward/record.url?scp=84901618015&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=84901618015&partnerID=8YFLogxK
U2 - 10.1016/j.jbusres.2013.12.002
DO - 10.1016/j.jbusres.2013.12.002
M3 - Article
AN - SCOPUS:84901618015
SN - 0148-2963
VL - 67
SP - 1870
EP - 1876
JO - Journal of Business Research
JF - Journal of Business Research
IS - 9
ER -