Sales Control Systems and Behavioral Responses
Built on regulatory focus theory, this article develops a research model proposing the relationship between management controls (outcome, activity and capability), sales employees’ prevention and promotion focus and their behavioral responses (feedback seeking from different sources and relationship...
| Main Author: | |
|---|---|
| Format: | Article |
| Language: | English |
| Published: |
Korean Marketing Association
2015-04-01
|
| Series: | Asia Marketing Journal |
| Subjects: | |
| Online Access: | https://amj.kma.re.kr/journal/vol17/iss1/6/ |