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| Author: | Ramaswami, S.N. |
| Title: | Marketing controls and dysfunctional employee behaviors. A test of traditional and contingency theory postulates (Sales Management, Verkaufskontrolle) |
| Journal: | Journal of Marketing
1996 : APR, VOL. 60:6, p. 105-120 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, ARBEITSPSYCHOLOGIE |
| Language: | eng |
| Abstract: | Thr author examines two theories (traditional and contingency) of negative employee responses to marketing control systems. Traditional control theory suggests that controls have negative consequences because they employee autonomy and signal a lack of trust in employees. Contingency theory, on the other hand, posits that employee response depends on the degree to which the control used fits the job context. The author presents a conceptual model and discusses theoretical and managerial implications. |
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