Does choice of sales control conceptualization matter? An empirical comparison of existing conceptualizations and directions for future research

摘要: Sales controls represent an important area of sales research. Unfortunately, knowledge to date tends be fragmented in that prior work has followed one the two notable conceptualizations which, however, take a different route studying controls: Oliver and Anderson (O&A) index Jaworski Colleagues (J&C) measures. Consequently, questions remain unaddressed: Does choice control conceptualization matter research? What is degree similarity between how do they compare against measurement qualities effects on performance? Drawing unique dataset matches survey data objective, time-lagged, firm financial performance data, we reveal matters. Surprisingly, unlike current assumptions, O&A index, equally related J&C's output process whereas it reflects both formal informal types control. Analyses show at least some components o...