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
License
This work is licensed under a Creative Commons Attribution 4.0 International License.
Recommended Citation
Zheng, Yi, "DYNAMIC CONTROL SYSTEMS" (2023). Marketing Dissertations. 49.
https://mavmatrix.uta.edu/marketing_dissertations/49
Comments
Degree granted by The University of Texas at Arlington