The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance

ÇINAR ALTINTAŞ F., Kurtulmusoglu F. B., ALTINTAŞ M. H., Kaufmann H., ALKIBAY S.

EUROMED JOURNAL OF BUSINESS, cilt.12, sa.2, ss.221-240, 2017 (ESCI) identifier identifier

  • Yayın Türü: Makale / Tam Makale
  • Cilt numarası: 12 Sayı: 2
  • Basım Tarihi: 2017
  • Doi Numarası: 10.1108/emjb-12-2016-0037
  • Dergi Adı: EUROMED JOURNAL OF BUSINESS
  • Derginin Tarandığı İndeksler: Emerging Sources Citation Index (ESCI), Scopus
  • Sayfa Sayıları: ss.221-240
  • Anahtar Kelimeler: Commitment, Control, Adaptive selling, Sale performance, CUSTOMER ORIENTATION, SALESPERSON PERFORMANCE, ORGANIZATIONAL COMMITMENT, JOB-SATISFACTION, CONTROL-SYSTEMS, MODERATING ROLE, MARKETING CONTROL, BEHAVIOR, IMPACT, SALESPEOPLE
  • Bursa Uludağ Üniversitesi Adresli: Evet

Özet

Purpose - The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing.