search query: @indexterm control theory / total: 54
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| Author: | Challagalla, G. N. Shervani, T. A. |
| Title: | A Measurement Model of the Dimensions and Types of Output and Behavior Control: An Empirical Test in a Salesforce Context |
| Journal: | Journal of Business Research
1997 : JUL, Vol. 39:3, p. 159-172 |
| Index terms: | BEHAVIOURAL SCIENCE SALES MANAGEMENT CONTROL THEORY |
| Language: | eng |
| Abstract: | The objective of the researcers is to clarify the dimensions and types of supervisory control, and develop reliable and valid scales to measure these constructs. In this regard, based on conceptual definitions of control they propose that the control construct has two key dimensions, information and reinforcements, and explicitly capture both dimensions. Further, they argue that prior conceptualizations of behavior control are too global to be of managerial relevance. Instead they disaggregate the global behavior control construct into two types, activity control and capability control, in oder to more accurately reflect the varied behaviors supervisors attempt to influence. |
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