Now showing 1 - 7 of 7
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The Use of Management Controls to Enhance the Perception of Meaningful Work - A Systematic Literature Review and Conceptional Model Development

2023 , Janine Burghardt , Klaus Möller

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The Use of a Management Control System to Enhance the Perception of Meaningful Work – A Bibliometric Analysis and Literature Review

2021-05-27 , Burghardt, Janine , Möller, Klaus

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The Impact of Behavior-based Controls on Collaboration and Motivation in Sales Teams

2024 , Sophie Stopp , Janine Burghardt , Klaus Möller

Sales management controls help managers enhance sales team members’ prosocial behavior and foster their motivation. This study examines the design and use of behavior-based controls (i.e., behavior activity and capability control) to foster an intrateam collaboration climate and optimize salespeople’s intrinsic and extrinsic motivation. Drawing on the self-determination theory and stewardship theory, we hypothesize that behavior activity and capability control enhance intrateam collaboration climate, which fosters salespeople’s intrinsic and extrinsic motivation. We collect data from 640 surveyed salespeople of a global manufacturing company located in ten different market organizations, finding that behavior capability control promotes intrateam collaboration climate best across different cultures. Intrateam collaboration climate increases salespeople’s intrinsic motivation and is an essential mediator between the two behavior-based controls and intrinsic motivation. By considering team dynamics and providing practical implications for managers, our research contributes novel insights into behavior-based controls’ design and use.

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The Impact of Controls on Collaboration and Motivation in Sales Teams

2023-09 , Sophie Stopp , Janine Burghardt , Klaus Möller

This paper investigates the design and use of two management control types, namely behavior activity control (BAC) and behavior capability control (BCC), to optimize the performance of salespeople working in teams. We examine the effect of these control types on social climate (intrateam collaboration) and individual behavior (motivation, work effort) by drawing on social psychological (Stewardship Theory) and individual psychological (Self-Determination Theory) theories. Based on a large cross-sectional survey in a global company (n = 502), our results confirm that BAC increases salespeople ́s work effort while BCC enhances intrateam collaboration climate and motivation, and thus, both controls need to be combined. The study contributes to prior management control research by considering social ties and social psychological aspects.

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Does Pay for Performance pay off? - An empirical analysis of self determination theory in an international sales organization

2019 , Burghardt, Janine , Möller, Klaus

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Meaningful work through formal controls? The use of the levers of control and the tendency to be innovative

2021-03-01 , Burghardt, Janine , Möller, Klaus

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Sinnstiftung und Steuerungssysteme – Widerspruch oder Synergie?

2021 , Möller, Klaus , Burghardt, Janine