Yi Zheng

Graduation Semester and Year

2023

Language

English

Document Type

Dissertation

Degree Name

Doctor of Philosophy in Marketing

Department

Marketing

First Advisor

Fred Miao

Second Advisor

Ariane Froidevaux

Third Advisor

Doug Grisaffe

Fourth Advisor

Yiyi Li

Abstract

As a fundamental managerial tool for sales management, sales controls have received researchers’ attention for a long time. However, current research on sales controls has mainly adopted a static perspective to examine the roles of sales controls. To overcome this limitation, I propose a new construct, dynamic sales control systems, to extend the static research on sales controls to a dynamic perspective. This dissertation includes two papers. Paper 1 focuses on dynamic control systems’ antecedents and boundary conditions and their impacts on sales team performance. In Paper 2, I have investigated the mediating mechanisms between dynamic control systems and sales performance at the individual level. These two papers have enriched people’s understanding of dynamic control systems and provided sales managers with critical managerial implications.

Keywords

Sales control systems, Construal level, Temporal characteristics, Cross-selling, Competitive psychological climate

Disciplines

Business | Marketing

Comments

Degree granted by The University of Texas at Arlington

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Marketing Commons

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