References

• 2000The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior34,111 cited
• 1988Intrinsic Motivation and Self-Determination in Human Behavior15,312 cited
• 1976Markets and Hierarchies: Analysis and Antitrust Implications.13,381 cited
• 1977Handbook of Industrial and Organizational Psychology.11,945 cited
• 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
• 1985Control: Organizational and Economic Approaches2,023 cited
• 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
• 1983Efficient Cultures: Exploring the Relationship Between Culture and Organizational Performance1,184 cited
• 1988Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences764 cited
• 1985The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis735 cited
• 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems731 cited
• 1975Organizational Control: Two Functions653 cited
• 1993Behavior-Based and Outcome-Based Salesforce Control Systems635 cited
• 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
• 1977