File Download
There are no files associated with this item.
Links for fulltext
(May Require Subscription)
- Publisher Website: 10.1177/0092070305275249
- Scopus: eid_2-s2.0-28644445654
- WOS: WOS:000231951700013
- Find via
Supplementary
- Citations:
- Appears in Collections:
Article: Control systems' effect on attributional processes and sales outcomes: A cybernetic information-processing perspective
Title | Control systems' effect on attributional processes and sales outcomes: A cybernetic information-processing perspective |
---|---|
Authors | |
Keywords | Attributions Attribution theory Control system Feedback Sales management |
Issue Date | 2005 |
Citation | Journal of the Academy of Marketing Science, 2005, v. 33, n. 4, p. 553-574 How to Cite? |
Abstract | Built upon a cybernetic information-processing framework, this article advances and empirically tests a conceptual model proposing the relationships between sales controls (outcome, activity, capability), salespeople's attributional ascriptions (effort, strategy, ability), attributional dimensions (internal/external, stable/unstable), and psychological consequences (job satisfaction, performance expectation). The study challenges the assumption in the sales literature that attributional dimensions cleanly map onto attributional ascriptions. Findings support that sales control systems affect salespeople 's attribution processes in ways suggesting that the processes are more malleable than heretofore theorized in the marketing literature. Furthermore, the study demonstrates that control systems differentially affect attribution processes across two cultures: the United States and China. The article concludes with a discussion of research and managerial implications. Copyright © 2005 by Academy of Marketing Science. |
Persistent Identifier | http://hdl.handle.net/10722/230750 |
ISSN | 2023 Impact Factor: 9.5 2023 SCImago Journal Rankings: 7.194 |
ISI Accession Number ID |
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Fang, Eric | - |
dc.contributor.author | Evans, Kenneth R. | - |
dc.contributor.author | Landry, Timothy D. | - |
dc.date.accessioned | 2016-09-01T06:06:43Z | - |
dc.date.available | 2016-09-01T06:06:43Z | - |
dc.date.issued | 2005 | - |
dc.identifier.citation | Journal of the Academy of Marketing Science, 2005, v. 33, n. 4, p. 553-574 | - |
dc.identifier.issn | 0092-0703 | - |
dc.identifier.uri | http://hdl.handle.net/10722/230750 | - |
dc.description.abstract | Built upon a cybernetic information-processing framework, this article advances and empirically tests a conceptual model proposing the relationships between sales controls (outcome, activity, capability), salespeople's attributional ascriptions (effort, strategy, ability), attributional dimensions (internal/external, stable/unstable), and psychological consequences (job satisfaction, performance expectation). The study challenges the assumption in the sales literature that attributional dimensions cleanly map onto attributional ascriptions. Findings support that sales control systems affect salespeople 's attribution processes in ways suggesting that the processes are more malleable than heretofore theorized in the marketing literature. Furthermore, the study demonstrates that control systems differentially affect attribution processes across two cultures: the United States and China. The article concludes with a discussion of research and managerial implications. Copyright © 2005 by Academy of Marketing Science. | - |
dc.language | eng | - |
dc.relation.ispartof | Journal of the Academy of Marketing Science | - |
dc.subject | Attributions | - |
dc.subject | Attribution theory | - |
dc.subject | Control system | - |
dc.subject | Feedback | - |
dc.subject | Sales management | - |
dc.title | Control systems' effect on attributional processes and sales outcomes: A cybernetic information-processing perspective | - |
dc.type | Article | - |
dc.description.nature | link_to_subscribed_fulltext | - |
dc.identifier.doi | 10.1177/0092070305275249 | - |
dc.identifier.scopus | eid_2-s2.0-28644445654 | - |
dc.identifier.volume | 33 | - |
dc.identifier.issue | 4 | - |
dc.identifier.spage | 553 | - |
dc.identifier.epage | 574 | - |
dc.identifier.isi | WOS:000231951700013 | - |
dc.identifier.issnl | 0092-0703 | - |