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Chicken or egg? Sequential complementarity among salesforce control mechanisms · Study

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ArticleChicken or egg? Sequential complementarity among salesforce control mechanisms

Stephen K. Kim2014

Article2014

Chicken or egg? Sequential complementarity among salesforce control mechanisms

Stephen K. Kim · Amrit Tiwana

30 citations·0/0 files stored·Journal of the Academy of Marketing Science

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Accounting and Organizational Management Outsourcing and Supply Chain Management Corporate Governance and Management

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1997An Examination of the Nature of Trust in Buyer-Seller Relationships 1995DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES.1979A Conceptual Framework for the Design of Organizational Control Mechanisms 2002Do formal contracts and relational governance function as substitutes or complements?2003Management control systems design within its organizational context: findings from contingency-based research and directions for the future 1995Complementarities and fit strategy, structure, and organizational change in manufacturing 1992Do Norms Matter in Marketing Relationships?

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2022Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value 2021Formal salesforce control mechanisms and behavioral outcomes 2021A measurement model of the dimensions and types of informal organizational control: An empirical test in a B2B sales context

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Year2014

Typearticle

Published2014-09-13

VenueJournal of the Academy of Marketing Science

ISSN-L0092-0703

Languageen

Citations30

Files0 public / 0

ShelfAccounting and Organizational Management

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doi10.1007/s11747-014-0409-2

openalex_workW2079413295

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