The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship

Eric Fang, Kenneth R. Evans, Shaoming Zou

Research output: Contribution to journalArticlepeer-review

Abstract

There have been no consistent findings with regard to the relationships between sales control systems and job performance. The authors propose a contingency model in which the effects of sales control systems on job performance are moderated by goal-setting characteristics (goal difficulty, goal specificity, and goal participation). They empirically test the model using two studies conducted in the United States and China, respectively. The findings suggest the need for considering goal-setting characteristics when one attempts to link sales control systems to salesperson's job performance. Managerial and research implications are offered at the conclusion of the paper.

Original languageEnglish (US)
Pages (from-to)1214-1222
Number of pages9
JournalJournal of Business Research
Volume58
Issue number9 SPEC. ISS.
DOIs
StatePublished - Sep 2005
Externally publishedYes

Keywords

  • Contingency model
  • Goal-setting characteristics
  • Job performance
  • Sales control systems

ASJC Scopus subject areas

  • Marketing

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