Control Systems’ Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective

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dc.contributor.authorEric Fang
dc.contributor.authorKenneth R. Evans
dc.contributor.authorTimothy D. Landry
dc.date.accessioned2016-01-14T19:52:50Z
dc.date.accessioned2016-03-30T15:35:02Z
dc.date.available2016-01-14T19:52:50Z
dc.date.available2016-03-30T15:35:02Z
dc.date.issued2005-10-01
dc.description.abstractBuilt upon a cybernetic information-processing framework, this article advances and empirically tests a conceptual model proposing the relationships between sales controls (outcome, activity, capability), salespeople’s attributional ascriptions (effort, strategy, ability), attributional dimensions (internal/external, stable/unstable), and psychological consequences (job satisfaction, performance expectation). The study challenges the assumption in the sales literature that attributional dimensions cleanly map onto attributional ascriptions. Findings support that sales control systems affect salespeople’s attribution processes in ways suggesting that the processes are more malleable than heretofore theorized in the marketing literature. Furthermore, the study demonstrates that control systems differentially affect attribution processes across two cultures: the United States and China. The article concludes with a discussion of research and managerial implications.en_US
dc.description.peerreviewYesen_US
dc.description.peerreviewnoteshttps://us.sagepub.com/en-us/nam/manuscript-submission-guidelinesen_US
dc.identifier.citationFang, E., Evans, K. R., & Landry, T. D. (2005). Control Systems’ Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective. Journal of the Academy of Marketing Science, 33(4), 553-574. doi: 10.1177/0092070305275249en_US
dc.identifier.doi10.1177/0092070305275249en_US
dc.identifier.urihttp://hdl.handle.net/11244/24926
dc.language.isoen_USen_US
dc.publisherJournal of the Academy of Marketing Science
dc.rights.requestablefalseen_US
dc.subjectcontrol systemen_US
dc.subjectattribution theoryen_US
dc.subjectattributionsen_US
dc.subjectfeedbacken_US
dc.subjectsales managementen_US
dc.titleControl Systems’ Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspectiveen_US
dc.typeResearch Articleen_US

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