The Impact of Controls on Collaboration and Motivation in Sales Teams

Type
conference paper
Date Issued
2023-09
Author(s)
;
;
Abstract
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.
Language
English (United States)
Keywords
behavior activity control
behavior capability control
intrateam climate
work effort
Event Title
PMMC
Event Location
Barcelona
URL