The Resource Salesforce control systems : an integrated approach, by Chenjie Miao, (electronic resource)

Salesforce control systems : an integrated approach, by Chenjie Miao, (electronic resource)

Label
Salesforce control systems : an integrated approach
Title
Salesforce control systems
Title remainder
an integrated approach
Statement of responsibility
by Chenjie Miao
Creator
Contributor
Thesis advisor
Subject
Genre
Language
eng
Summary
Salesforce 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
Cataloging source
MUU
http://library.link/vocab/creatorDate
1973-
http://library.link/vocab/creatorName
Miao, Chenjie
Degree
Ph. D.
Dissertation year
2007.
Granting institution
University of Missouri-Columbia
Illustrations
illustrations
Index
no index present
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
  • theses
http://library.link/vocab/relatedWorkOrContributorName
Evans, Kenneth R.
http://library.link/vocab/subjectName
  • Marketing
  • Customer relations
  • Sales force management
  • Consumer behavior
Target audience
specialized
Label
Salesforce control systems : an integrated approach, by Chenjie Miao, (electronic resource)
Instantiates
Publication
Note
  • The 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
  • Title from title screen of research.pdf file (viewed on December 6, 2007)
  • Vita
Bibliography note
Includes bibliographical references
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
mixed
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Control code
182863025
Dimensions
unknown
Form of item
electronic
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Specific material designation
remote
System control number
(OCoLC)182863025
System details
Mode of access: World Wide Web
Label
Salesforce control systems : an integrated approach, by Chenjie Miao, (electronic resource)
Publication
Note
  • The 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
  • Title from title screen of research.pdf file (viewed on December 6, 2007)
  • Vita
Bibliography note
Includes bibliographical references
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
mixed
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Control code
182863025
Dimensions
unknown
Form of item
electronic
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Specific material designation
remote
System control number
(OCoLC)182863025
System details
Mode of access: World Wide Web

Library Locations

  • Curtis Laws Wilson LibraryBorrow it
    400 West 14th Street, Rolla, MO, 65409, US
    37.955220 -91.772210
  • Missouri University of Science & Technology Library DepositoryBorrow it
    2908 Lemone Blvd, Columbia, MO, 65201, US
    38.919360 -92.291620
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