The Influence of Sales Management Control on Innovativeness of Sales Departments

Matsuo, Makoto

doi:10.2753/pss0885-3134290402

Cited by 44 publications

(104 citation statements)

References 47 publications

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“…behavior of employees to achieve the objectives of the organization (Anderson and Oliver 1987;Baldauf, Cravens, and Piercy 2005;Evans et al 2007;Matsuo 2009). …”

mentioning

confidence: 99%

Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company

Matsuo

Hayakawa

Takashima

2013

Journal of Business-to-Business Marketing

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“…behavior of employees to achieve the objectives of the organization (Anderson and Oliver 1987;Baldauf, Cravens, and Piercy 2005;Evans et al 2007;Matsuo 2009). …”

mentioning

confidence: 99%

Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company

Matsuo

Hayakawa

Takashima

2013

Journal of Business-to-Business Marketing

Self Cite

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“…Yenilikçi davranış iş performansı ile ilişkili olduğu iş performansını pozitif ve anlamlı olarak etkilediği belirlenmiştir. Bu bulgu da benzer araştırmalar ile uyumludur (Urban, ve diğ., 1996;Matsuo, 2009;Vos, 2004).…”

Section: Tartışma Ve Sonuçunclassified

Gelişim Kültürü Ve Lider Desteğinin Yenilikçi Davranış Ve İş Performansına Etkisi: İş-Aile Çatışmasının Aracılık Rolü

Akkoç¹,

Turunç²,

Çalişkan³

2011

Is,Guc

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“…Innovativeness may thus affect controls and future performance (Matsuo 2009;Simons 2013). Innovative processes may influence not only innovative outcomes but processes and strategic routines that strengthen the competitive position (Bowen et al 2010).…”

Section: Innovativeness In Personnel and Action Controlsmentioning

confidence: 99%

“…Action control is a typical behavioral control, which is active during an operation (i.e., not only afterwards) and seeks to ensure desirable behavior (Kihn 2008). Personnel and action controls are here predefined by innovativeness as organizational goals, as these can hold the managers to account for their actions (Matsuo 2009). Procedures, routines, and other follow-up processes can ensure that significant controls are considered carefully (Merchant and Stede 2007).…”

Section: Innovativeness In Personnel and Action Controlsmentioning

confidence: 99%

Personnel- and action control in gazelle companies in Sweden

Pesämaa

2017

J Manag Control

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Behavioral accounting theory questions the role of accounting and how accounting constructs can support other organizational activities. This paper examines whether personnel and action controls and the perception of current growth mediate meaningful support of innovative ideas (i.e., innovativeness) on future growth. While some literature has supported innovativeness as a spontaneous process, this paper examines whether innovative ideas are supported by formal behavioral controls on current and future growth. The paper further develops and finds support for the notion that future growth builds on the relative confidence of current growth. This paper uses exploratory factor analysis for construct validation and further tests mediation using structural equation modeling and the bootstrapping technique of indirect effects. The model testing is based on a survey conducted in Sweden with key informants from high-growth (i.e., gazelle) companies. A total of 150 usable responses were returned. The results may stimulate further research as they show that the predefined hypothesis has different direct and indirect roles in the building of future growth.

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The Influence of Sales Management Control on Innovativeness of Sales Departments

Cited by 44 publications

References 47 publications

Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company

Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company

Gelişim Kültürü Ve Lider Desteğinin Yenilikçi Davranış Ve İş Performansına Etkisi: İş-Aile Çatışmasının Aracılık Rolü

Personnel- and action control in gazelle companies in Sweden

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