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Chicken or egg? Sequential complementarity among salesforce control mechanisms
16 references·3 citing·48 second hop
Chicken or egg? Sequential complementarity among salesforce control mechanisms (2014)Chicken or egg? Sequential complementarit…Management control systems design within its organizational context: findings from contingency-based research and directions for the future (2003)Management control systems de…Do formal contracts and relational governance function as substitutes or complements? (2002)Do formal contracts and relat…Building Better Theory: Time and The Specification of When Things Happen (2001)Building Better Theory: Time …Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions (2000)Opportunism in Interfirm Rela…An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)An Examination of the Nature …Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control (1996)Collaborative Communication i…Measuring customer‐based brand equity (1995)Measuring customer‐based bran…DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES. (1995)DOES FAMILIARITY BREED TRUST?…Complementarities and fit strategy, structure, and organizational change in manufacturing (1995)Complementarities and fit str…Do Norms Matter in Marketing Relationships? (1992)Do Norms Matter in Marketing …Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories (1992)Agency Relationships in Marke…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Control: Organizational and Economic Approaches (1985)Control: Organizational and E…Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Evaluating Structural Equatio…A Conceptual Framework for the Design of Organizational Control Mechanisms (1979)A Conceptual Framework for th…The Relationship Between Organizational Structure and Organizational Control (1977)The Relationship Between Orga…Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value (2022)Engaging the sales force in d…Formal salesforce control mechanisms and behavioral outcomes (2021)Formal salesforce control mec…A measurement model of the dimensions and types of informal organizational control: An empirical test in a B2B sales context (2021)A measurement model of the di…The Nature of the Firm (1937)Economic Action and Social Structure: The Problem of Embeddedness (1985)The Economic Institutions of Capitalism (1987)Not So Different After All: A Cross-Discipline View Of Trust (1998)The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage (1998)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Prospect theory: An analysis of decision under risk (1988)Agency Theory: An Assessment and Review (1989)EFFECTS OF HUMAN RESOURCE SYSTEMS ON MANUFACTURING PERFORMANCE AND TURNOVER. 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References

  • 1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error108,884 cited
  • 1997An Examination of the Nature of Trust in Buyer-Seller Relationships6,819 cited
  • 1995DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES.4,997 cited
  • 1979A Conceptual Framework for the Design of Organizational Control Mechanisms3,692 cited
  • 2002Do formal contracts and relational governance function as substitutes or complements?3,663 cited
  • 2003Management control systems design within its organizational context: findings from contingency-based research and directions for the future3,233 cited
  • 1995Complementarities and fit strategy, structure, and organizational change in manufacturing2,568 cited
  • 1992Do Norms Matter in Marketing Relationships?2,412 cited
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  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1977The Relationship Between Organizational Structure and Organizational Control1,125 cited
  • 1992Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories

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1,105 cited
  • 2001Building Better Theory: Time and The Specification of When Things Happen976 cited
  • 1996Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control960 cited
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    • 2022Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value27 cited
    • 2021Formal salesforce control mechanisms and behavioral outcomes23 cited
    • 2021A measurement model of the dimensions and types of informal organizational control: An empirical test in a B2B sales context16 cited