An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems

Intrinsic Motivation and Self-Determination in Human Behavior

1985 • 22,760 citations

Intrinsic Motivation and Self-Determination in Human Behavior

1988 • 15,881 citations

The Economic Institutions of Capitalism

1987 • 15,724 citations

Review of Psychometric theory (2nd ed.).

1979 • 11,818 citations

The Economic Institutions of Capitalism

1986 • 11,014 citations

The measurement of organizational commitment

1979 • 8,633 citations

Perceived organizational support.

1986 • 5,773 citations

A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment.

1990 • 5,634 citations

Measurement, Design, and Analysis: An Integrated Approach.

1992 • 4,082 citations

PEOPLE AND ORGANIZATIONAL CULTURE: A PROFILE COMPARISON APPROACH TO ASSESSING PERSON-ORGANIZATION FIT.

1991 • 4,028 citations

A Conceptual Framework for the Design of Organizational Control Mechanisms

1979 • 3,493 citations

Conventional wisdom on measurement: A structural equation perspective.

1991 • 3,204 citations

Organizational Culture and Marketing: Defining the Research Agenda

1989 • 1,493 citations

Efficient Cultures: Exploring the Relationship Between Culture and Organizational Performance

1983 • 1,195 citations

The Determinants of Salesperson Performance: A Meta-Analysis

1985 • 1,177 citations

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

1987 • 995 citations

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

1986 • 984 citations

Corporations, Culture, and Commitment: Motivation and Social Control in Organizations

1989 • 933 citations

Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

1990 • 841 citations

The use of causal indicators in covariance structure models: Some practical issues.

1993 • 767 citations

Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences

1988 • 758 citations

Organizational Culture and Marketing: Defining the Research Agenda

1989 • 714 citations

Measuring the performance of industrial salespersons

1982 • 628 citations

Salesforce Compensation Plans: An Agency Theoretic Perspective

1985 • 598 citations

Measuring the Job Satisfaction of Industrial Salesmen

1974 • 542 citations

Behavior-Based and Outcome-Based Salesforce Control Systems

1993 • 526 citations

The Determinants of Salesperson Performance: A Meta-Analysis

1985 • 487 citations

ON THE CAUSAL ORDERING OF JOB SATISFACTION AND ORGANIZATIONAL COMMITMENT.

1986 • 484 citations

Culture Traits, Strength, and Organizational Performance: Moving Beyond “Strong” Culture

1988 • 472 citations

A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople's Organizational Commitment during Early Employment

1990 • 453 citations

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

1986 • 451 citations

Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

1990 • 448 citations

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

1987 • 430 citations

The consequences of organizational commitment: Methodological investigation

1990 • 406 citations

A Prospectus for Theory Construction in Marketing

1984 • 377 citations

Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation

1989 • 349 citations

Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences

1988 • 335 citations

Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and Satisfaction

1991 • 310 citations

Marketing Jobs and Management Controls: Toward a Framework

1989 • 284 citations

Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers

1988 • 259 citations

Industrial Salesperson Development: A Career Stages Perspective

1984 • 222 citations

Behavior-Based and Outcome-Based Salesforce Control Systems

1993 • 222 citations

Participation in decision making: When should it be used?

1986 • 169 citations

Organizational culture relationships with creativity and other job-related variables

1987 • 169 citations

Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople

1989 • 166 citations

MANAGEMENT CONTROL: THE ROLES OF RULES, MARKETS AND CULTURE^[1]

1986 • 137 citations

Psychometric assessment of a reduced version of INDSALES

1989 • 131 citations

Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers

1988 • 109 citations

A portfolio of risk measures

1985 • 102 citations

Part-time versus full-time salespeople: Individual attributes, organizational commitment, and work attitudes.

1983 • 80 citations

Effects of Supervisory Behavior: The Role of Individual Differences among Salespeople

1989 • 52 citations

The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation

1986 • 36 citations

The effects of risk preference, uncertainty, and incentive compensation on salesperson motivation

1991 • 22 citations

Compensation and Sales Performance of Service Personnel: A Service Transaction Perspective

1992 • 14 citations

Deleted Work

1955 • 0 citations