Research graph
References from Impact of Job Formalization and Administrative Controls on Attitudes of Industrial Salespersons. Local targets link to admitted publications; unresolved targets remain external evidence.
Organizational Alienation
10.2307/2090773 · 1966 · External reference
Toward a Theory of Marketing Control
10.2307/1251447 · 1988 · External reference
Accounting, Budgeting and Control Systems in their Organizational Context
10.1016/0361-3682(83)90023-5 · 1983 · External reference
Management Control
10.1111/j.1467-6486.1986.tb00953.x · 1986 · External reference
Affective Organizational Commitment of Salespeople
1993 · External reference
A Longitudinal Assessment of the Impact of Selected Organizational Influences on Salespeople’s Organizational Commitment During Early Employment
10.2307/3172590 · 1990 · External reference
Not All Workers Find Idea of Empowerment As Neat As It Sounds
1997 · External reference
Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control Systems
10.2307/1251249 · 1987 · External reference
Control
10.1287/mnsc.31.2.134 · 1985 · External reference
Toward an Integrative Framework of Organizational Control
10.1016/0361-3682(85)90030-3 · 1985 · External reference
Consequences of Marketing Controls Among Sales and Nonsales Marketing Personnel
10.1016/0019-8501(96)00041-7 · 1996 · External reference
Commitment and the Control of Organizational Behavior and Belief
1977 · External reference
Marketing Controls and Employee Responses
10.1007/bf02894522 · 1993 · External reference
Marketing Jobs and Management Controls
10.2307/3172761 · 1989 · External reference
Cybernetics and Dependence
10.5465/amr.1988.4306891 · 1988 · External reference
Progressing Toward a Theory of Marketing Control
10.1177/002224298805200304 · 1988 · External reference
Budgetary Control and Organizational Structure
10.2307/2490360 · 1975 · External reference
Management Accounting Systems, Perceived Environmental Uncertainty and Organization Structure
10.1016/0361-3682(84)90028-x · 1984 · External reference
The Contingency Theory of Management Accounting
10.1016/0361-3682(80)90040-9 · 1980 · External reference
A Contingency Framework for Management Accounting Systems Research
10.1016/0361-3682(78)90007-7 · 1978 · External reference
Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers
10.2307/3172948 · 1988 · External reference
Determinants of Work Alienation of Marketing Employees
10.1177/0092070393213002 · 1993 · External reference
The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes
10.2307/3151950 · 1994 · External reference
Unresolved reference
1964 · External reference
Measuring Customer Orientation of Salespeople
10.2307/3151589 · 1985 · External reference
Unresolved reference
1962 · External reference
The Effects of Formalization on Professional Involvement
10.2307/2392471 · 1981 · External reference
Effects of Organizational Formalization on Alienation Among Professional and Non-professional
1986 · External reference
Unresolved reference
1986 · External reference
Relationship Management
10.1016/0148-2963(86)90012-3 · 1986 · External reference
Organizational Structure and Communications
10.2307/2093672 · 1971 · External reference
Concept Redundancy in Organizational Research
10.5465/amr.1983.4284606 · 1983 · External reference
Influence of Role Stress on Industrial Salespersons’ Work Outcomes in the United States, Japan, and Korea
10.1057/palgrave.jibs.8490260 · 1992 · External reference
Some Unexplored Supervisory Behaviors and Their Influence on Salespeople’s Role Clarity, Specific Self Esteem, Job Satisfaction, and Motivation
10.2307/3151587 · 1985 · External reference
Organizational Climate and Job Satisfaction in the Salesforce
1976 · External reference
Building Organizational Commitment
1974 · External reference
Unresolved reference
1980 · External reference
Estimating Non-Response Bias in Mail Surveys
10.2307/3150783 · 1977 · External reference
An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes
1989 · External reference
Role Conflict and Ambiguity in Complex Organizations
10.2307/2391486 · 1970 · External reference
The Measurement of Organizational Commitment
10.1016/0001-8791(79)90072-1 · 1979 · External reference
Unresolved reference
1978 · External reference
