메뉴 건너뛰기




Volumn 38, Issue 1, 2009, Pages 5-16

Self-managing selling teams and team performance: The complementary roles of empowerment and control

Author keywords

Control; Empowerment; Sales teams; Self managing sales teams; Self managing selling teams; Self managing teams; Selling teams; Team selling

Indexed keywords


EID: 58049216688     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2007.10.003     Document Type: Article
Times cited : (35)

References (51)
  • 1
    • 26444569356 scopus 로고    scopus 로고
    • To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance
    • Ahearne M., Mathieu J., and Rapp A. To empower or not to empower your sales force? An empirical examination of the influence of leadership empowerment behavior on customer satisfaction and performance. Journal of Applied Psychology 90 5 (2005) 945-955
    • (2005) Journal of Applied Psychology , vol.90 , Issue.5 , pp. 945-955
    • Ahearne, M.1    Mathieu, J.2    Rapp, A.3
  • 3
    • 0002498105 scopus 로고
    • Perspectives on behavior-based versus outcome-based sales force control systems
    • (October)
    • Anderson E., and Oliver R.L. Perspectives on behavior-based versus outcome-based sales force control systems. Journal of Marketing 51 (1987) 76-88 (October)
    • (1987) Journal of Marketing , vol.51 , pp. 76-88
    • Anderson, E.1    Oliver, R.L.2
  • 4
    • 41649112685 scopus 로고
    • Structural equation modeling in practice: A review and recommended two-step approach,"
    • Anderson J.C., and Gerbing D.W. Structural equation modeling in practice: A review and recommended two-step approach,". Psychological Bulletin 103 3 (1988) 411-423
    • (1988) Psychological Bulletin , vol.103 , Issue.3 , pp. 411-423
    • Anderson, J.C.1    Gerbing, D.W.2
  • 7
    • 0036021509 scopus 로고    scopus 로고
    • When does trust matter? Antecedents and contingent effects of supervisee trust on performance
    • (July)
    • Atuahene-Gima K., and Li H. When does trust matter? Antecedents and contingent effects of supervisee trust on performance. Journal of Marketing 66 (2002) 61-81 (July)
    • (2002) Journal of Marketing , vol.66 , pp. 61-81
    • Atuahene-Gima, K.1    Li, H.2
  • 8
    • 0031501952 scopus 로고    scopus 로고
    • An exploratory investigation of organizational antecedents to new product success
    • (February)
    • Ayers D., Dahlstrom R., and Skinner S.J. An exploratory investigation of organizational antecedents to new product success. Journal of Marketing Research 34 (1997) 107-116 (February)
    • (1997) Journal of Marketing Research , vol.34 , pp. 107-116
    • Ayers, D.1    Dahlstrom, R.2    Skinner, S.J.3
  • 10
    • 0023020183 scopus 로고
    • The moderator-mediator variable distinction in social psychological research: conceptual, strategic and statistical considerations
    • Baron R.M., and Kenny D.A. The moderator-mediator variable distinction in social psychological research: conceptual, strategic and statistical considerations. Journal of Personality and Social Psychology 51 (1986) 1173-1182
    • (1986) Journal of Personality and Social Psychology , vol.51 , pp. 1173-1182
    • Baron, R.M.1    Kenny, D.A.2
  • 11
    • 0011013438 scopus 로고
    • Managing the bossless team: Lessons in distributed leadership
    • (Summer)
    • Barry D. Managing the bossless team: Lessons in distributed leadership. Organizational Dynamics 20 (1991) 31-47 (Summer)
    • (1991) Organizational Dynamics , vol.20 , pp. 31-47
    • Barry, D.1
  • 14
    • 0001233581 scopus 로고
    • Alternative ways of assessing model fit
    • Bollen K.A., and Long S.J. (Eds), Sage, London
    • Browne M.W., and Cudeck R. Alternative ways of assessing model fit. In: Bollen K.A., and Long S.J. (Eds). Testing Structural Models (1993), Sage, London 132-162
    • (1993) Testing Structural Models , pp. 132-162
    • Browne, M.W.1    Cudeck, R.2
  • 15
    • 0030554512 scopus 로고    scopus 로고
    • Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction
    • (January)
    • Challagalla G.N., and Shervani T.A. Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction. Journal of Marketing 60 (1996) 89-105 (January)
    • (1996) Journal of Marketing , vol.60 , pp. 89-105
    • Challagalla, G.N.1    Shervani, T.A.2
  • 16
    • 21344478003 scopus 로고
    • Behavior-based and outcome-based sales force control systems
    • (October)
    • Cravens D.W., Ingram T.N., LaForge R.W., and Young C.E. Behavior-based and outcome-based sales force control systems. Journal of Marketing 57 (1993) 47-59 (October)
    • (1993) Journal of Marketing , vol.57 , pp. 47-59
    • Cravens, D.W.1    Ingram, T.N.2    LaForge, R.W.3    Young, C.E.4
  • 17
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • (April)
    • Doney P.M., and Cannon J.P. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing 61 (1997) 35-51 (April)
    • (1997) Journal of Marketing , vol.61 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 18
    • 58049206899 scopus 로고    scopus 로고
    • Pharmaceutical companies have lost their focus on doctors. the key to higher sales is regaining it
    • Elling M.E., Fogle H.J., McKhann C.S., and Simon C. Pharmaceutical companies have lost their focus on doctors. the key to higher sales is regaining it. The McKinsey Quarterly 3 (2002)
    • (2002) The McKinsey Quarterly , Issue.3
    • Elling, M.E.1    Fogle, H.J.2    McKhann, C.S.3    Simon, C.4
  • 19
    • 0030501311 scopus 로고    scopus 로고
    • The management of customer-contact employees: An empirical investigation
    • Hartline M.D., and Ferrell O.C. The management of customer-contact employees: An empirical investigation. Journal of Marketing 60 4 (1996) 52-70
    • (1996) Journal of Marketing , vol.60 , Issue.4 , pp. 52-70
    • Hartline, M.D.1    Ferrell, O.C.2
  • 20
    • 0034397238 scopus 로고    scopus 로고
    • Corridors of influence in the dissemination of customer-oriented strategy to customer contact service employees
    • Hartline M.D., Maxham III J.G., and McKee D.O. Corridors of influence in the dissemination of customer-oriented strategy to customer contact service employees. Journal of Marketing 64 2 (2000) 35-50
    • (2000) Journal of Marketing , vol.64 , Issue.2 , pp. 35-50
    • Hartline, M.D.1    Maxham III, J.G.2    McKee, D.O.3
  • 21
    • 48349129687 scopus 로고    scopus 로고
    • Side effects: As drug sales teams multiply, doctors start to tune them out - "arms race" by Pfizer, rivals boosts pill prices and ire, but no one dares retreat - tacos and piles of bextra
    • June 13
    • Hensley S. Side effects: As drug sales teams multiply, doctors start to tune them out - "arms race" by Pfizer, rivals boosts pill prices and ire, but no one dares retreat - tacos and piles of bextra. Wall Street Journal (2003) A1 June 13
    • (2003) Wall Street Journal
    • Hensley, S.1
  • 22
    • 0036004599 scopus 로고    scopus 로고
    • A configurational perspective on key account management
    • Homburg C., Workman Jr. J.P., and Jensen O. A configurational perspective on key account management. Journal of Marketing 66 2 (2002) 38-60
    • (2002) Journal of Marketing , vol.66 , Issue.2 , pp. 38-60
    • Homburg, C.1    Workman Jr., J.P.2    Jensen, O.3
  • 24
    • 0031519810 scopus 로고    scopus 로고
    • An examination of the relationship between work group characteristics and performance: Once more into the breech
    • Hyatt D.E., and Ruddy T.M. An examination of the relationship between work group characteristics and performance: Once more into the breech. Personnel Psychology (1997) 553-585
    • (1997) Personnel Psychology , pp. 553-585
    • Hyatt, D.E.1    Ruddy, T.M.2
  • 25
    • 0000842967 scopus 로고
    • Marketing jobs and management controls: Toward a framework
    • Jaworski B.J., and MacInnis D.J. Marketing jobs and management controls: Toward a framework. Journal of Marketing Research 26 4 (1989) 406-419
    • (1989) Journal of Marketing Research , vol.26 , Issue.4 , pp. 406-419
    • Jaworski, B.J.1    MacInnis, D.J.2
  • 28
    • 58049206895 scopus 로고    scopus 로고
    • Death of the sales manager
    • (April)
    • Keenan W. Death of the sales manager. Sales and Marketing Management 150 (1998) 72-79 (April)
    • (1998) Sales and Marketing Management , vol.150 , pp. 72-79
    • Keenan, W.1
  • 29
    • 0033461041 scopus 로고    scopus 로고
    • An empirical investigation of the antecedents of sales force control systems
    • (July)
    • Krafft M. An empirical investigation of the antecedents of sales force control systems. Journal of Marketing 63 (1999) 120-134 (July)
    • (1999) Journal of Marketing , vol.63 , pp. 120-134
    • Krafft, M.1
  • 30
    • 85009576931 scopus 로고    scopus 로고
    • National account management: Large account selling or buyer-seller alliance?
    • (Fall)
    • Lambe C.J., and Spekman R.E. National account management: Large account selling or buyer-seller alliance?. Journal of Personal Selling and Sales Management 17 (1997) 61-74 (Fall)
    • (1997) Journal of Personal Selling and Sales Management , vol.17 , pp. 61-74
    • Lambe, C.J.1    Spekman, R.E.2
  • 32
    • 0002964423 scopus 로고
    • Super leadership: Beyond the myth of heroic leadership
    • Manz C.C., and Sims Jr. H.P. Super leadership: Beyond the myth of heroic leadership. Organizational Dynamics 19 4 (1991) 18-35
    • (1991) Organizational Dynamics , vol.19 , Issue.4 , pp. 18-35
    • Manz, C.C.1    Sims Jr., H.P.2
  • 34
    • 0033456326 scopus 로고    scopus 로고
    • Antecedents and consequences of marketing strategy making: A model and a test
    • (April)
    • Menon A., Bharadwaj S.G., Adidam P.T., and Edison S.W. Antecedents and consequences of marketing strategy making: A model and a test. Journal of Marketing 63 (1999) 18-40 (April)
    • (1999) Journal of Marketing , vol.63 , pp. 18-40
    • Menon, A.1    Bharadwaj, S.G.2    Adidam, P.T.3    Edison, S.W.4
  • 35
    • 0001871155 scopus 로고
    • An information transfer model for integrating marketing and R&D personnel in NPD projects
    • Moenaert R.K., and Souder W.E. An information transfer model for integrating marketing and R&D personnel in NPD projects. Journal of Product Innovation Management 7 2 (1990) 91-107
    • (1990) Journal of Product Innovation Management , vol.7 , Issue.2 , pp. 91-107
    • Moenaert, R.K.1    Souder, W.E.2
  • 37
    • 21844511943 scopus 로고
    • An empirical test of the consequences of behavior- and outcome-based sales control systems
    • (October)
    • Oliver R.L., and Anderson E. An empirical test of the consequences of behavior- and outcome-based sales control systems. Journal of Marketing 58 (1994) 53-67 (October)
    • (1994) Journal of Marketing , vol.58 , pp. 53-67
    • Oliver, R.L.1    Anderson, E.2
  • 38
    • 0001475969 scopus 로고    scopus 로고
    • Testing for the potential of nonresponse bias in sample surveys
    • Pearl D.K., and Fairley D. Testing for the potential of nonresponse bias in sample surveys. Public Opinion Quarterly 49 (2001) 553-560
    • (2001) Public Opinion Quarterly , vol.49 , pp. 553-560
    • Pearl, D.K.1    Fairley, D.2
  • 39
  • 40
    • 84970235764 scopus 로고
    • Self-reports in organizational research: problems and prospects
    • Podsakoff P.M., and Organ D.W. Self-reports in organizational research: problems and prospects. Journal of Management 12 (1986) 531-544
    • (1986) Journal of Management , vol.12 , pp. 531-544
    • Podsakoff, P.M.1    Organ, D.W.2
  • 41
    • 0030550834 scopus 로고    scopus 로고
    • Marketing controls and dysfunctional employee behaviors: A test of traditional and contingency theory postulates
    • (April)
    • Ramaswami S.N. Marketing controls and dysfunctional employee behaviors: A test of traditional and contingency theory postulates. Journal of Marketing 60 (1996) 105-120 (April)
    • (1996) Journal of Marketing , vol.60 , pp. 105-120
    • Ramaswami, S.N.1
  • 42
    • 0242350322 scopus 로고    scopus 로고
    • Antecedents and consequences of merit pay fairness for industrial salespeople
    • (October)
    • Ramaswami S.N., and Singh J. Antecedents and consequences of merit pay fairness for industrial salespeople. Journal of Marketing 67 (2003) 46-66 (October)
    • (2003) Journal of Marketing , vol.67 , pp. 46-66
    • Ramaswami, S.N.1    Singh, J.2
  • 43
    • 0034388375 scopus 로고    scopus 로고
    • An examination of organizational factors influencing new product success in internal and alliance-based processes
    • (January)
    • Sivadas E., and Dwyer F.R. An examination of organizational factors influencing new product success in internal and alliance-based processes. Journal of Marketing 64 (2000) 31-49 (January)
    • (2000) Journal of Marketing , vol.64 , pp. 31-49
    • Sivadas, E.1    Dwyer, F.R.2
  • 44
    • 0000369761 scopus 로고
    • R&D-Marketing integration in Japanese high-technology firms: Hypotheses and empirical evidence
    • Song X.M., and Parry M.E. R&D-Marketing integration in Japanese high-technology firms: Hypotheses and empirical evidence. Journal of the Academy of Marketing Science 21 2 (1993) 125-133
    • (1993) Journal of the Academy of Marketing Science , vol.21 , Issue.2 , pp. 125-133
    • Song, X.M.1    Parry, M.E.2
  • 45
    • 2142668087 scopus 로고    scopus 로고
    • Case study: Critical success factors for creating superb self-managing teams at xerox
    • Wageman R. Case study: Critical success factors for creating superb self-managing teams at xerox. Compensation and Benefits Review 29 5 (1997) 31-41
    • (1997) Compensation and Benefits Review , vol.29 , Issue.5 , pp. 31-41
    • Wageman, R.1
  • 46
    • 0035621584 scopus 로고    scopus 로고
    • How leaders foster self-managing team effectiveness: Design choices versus hands-on coaching
    • Wageman R. How leaders foster self-managing team effectiveness: Design choices versus hands-on coaching. Organization Science 12 5 (2001) 559-577
    • (2001) Organization Science , vol.12 , Issue.5 , pp. 559-577
    • Wageman, R.1
  • 47
    • 1642602972 scopus 로고    scopus 로고
    • Relationship governance in a supply chain network
    • (January)
    • Wathne K.H., and Heide J.B. Relationship governance in a supply chain network. Journal of Marketing 68 (2004) 73-89 (January)
    • (2004) Journal of Marketing , vol.68 , pp. 73-89
    • Wathne, K.H.1    Heide, J.B.2
  • 48
    • 33751439280 scopus 로고    scopus 로고
    • Internal multichannel conflict: An exploratory investigation and conceptual framework
    • Webb K.L., and Lambe C.J. Internal multichannel conflict: An exploratory investigation and conceptual framework. Industrial Marketing Management 36 1 (2007) 29-43
    • (2007) Industrial Marketing Management , vol.36 , Issue.1 , pp. 29-43
    • Webb, K.L.1    Lambe, C.J.2
  • 49
    • 0031231843 scopus 로고    scopus 로고
    • National account management training and directions for improvement: A focus on skills and abilities
    • Weeks W.E., and Stevens C.G. National account management training and directions for improvement: A focus on skills and abilities. Industrial Marketing Management 26 5 (1997) 423-431
    • (1997) Industrial Marketing Management , vol.26 , Issue.5 , pp. 423-431
    • Weeks, W.E.1    Stevens, C.G.2
  • 50
    • 22644451283 scopus 로고    scopus 로고
    • Personal selling and sales management: A relationship marketing perspective
    • Weitz B.A., and Bradford K.D. Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science 27 2 (1999) 241-254
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.2 , pp. 241-254
    • Weitz, B.A.1    Bradford, K.D.2
  • 51
    • 0000764084 scopus 로고    scopus 로고
    • Research practice in business marketing: A comment on response rate and response bias
    • Wilson E.J. Research practice in business marketing: A comment on response rate and response bias. Industrial Marketing Management 28 (1999) 257-260
    • (1999) Industrial Marketing Management , vol.28 , pp. 257-260
    • Wilson, E.J.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.