Janine Burghardt
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Last Name
Burghardt
First name
Janine
Email
janine.burghardt@unisg.ch
Phone
+41 71 224 74 22

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  • Publication
    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.
    Type: conference paper
    URI: https://www.alexandria.unisg.ch/handle/20.500.14171/118764
  • Publication
    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.
    Type: working paper
    URI: https://www.alexandria.unisg.ch/handle/20.500.14171/119647