{"id":"https://openalex.org/W817565839","doi":null,"title":"Differing Effects of Goals on Sales Control Systems and Multifaceted Job Satisfaction","display_name":"Differing Effects of Goals on Sales Control Systems and Multifaceted Job Satisfaction","publication_year":2015,"publication_date":"2015-01-01","ids":{"openalex":"https://openalex.org/W817565839","mag":"817565839"},"language":"en","primary_location":{"id":"pmh:oai:digitalcommons.kennesaw.edu:dba_etd-1008","doi":null,"is_oa":true,"landing_page_url":"https://digitalcommons.kennesaw.edu/dba_etd/4","pdf_url":"https://digitalcommons.kennesaw.edu/cgi/viewcontent.cgi?article=1008&context=dba_etd","source":{"id":"https://openalex.org/S4377196456","display_name":"DigitalCommons - Kennesaw State University (Kennesaw State University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I172980758","host_organization_name":"Kennesaw State University","host_organization_lineage":["https://openalex.org/I172980758"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Doctor of Business Administration Dissertations","raw_type":"text"},"volume":null,"type":"article","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://digitalcommons.kennesaw.edu/cgi/viewcontent.cgi?article=1008&context=dba_etd","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5061049974","display_name":"Anne K. Gottfried","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"Anne K. Gottfried","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5061049974"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":true,"cited_by_count":0,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.7778000235557556,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.7778000235557556,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14309","display_name":"Employee Performance and Management","score":0.10080000013113022,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.07670000195503235,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/goal-difficulty","display_name":"goal difficulty","score":0.6919999718666077},{"id":"https://openalex.org/keywords/goal-specificity","display_name":"goal specificity","score":0.5699999928474426},{"id":"https://openalex.org/keywords/job-satisfaction","display_name":"job satisfaction","score":0.734000027179718},{"id":"https://openalex.org/keywords/salesperson-motivation","display_name":"salesperson motivation","score":0.8610000014305115},{"id":"https://openalex.org/keywords/sales-management","display_name":"sales management","score":0.4300000071525574}],"concepts":[{"id":"https://openalex.org/C2718322","wikidata":"https://www.wikidata.org/wiki/Q629463","display_name":"Job satisfaction","level":2,"score":0.6632805466651917},{"id":"https://openalex.org/C2775924081","wikidata":"https://www.wikidata.org/wiki/Q55608371","display_name":"Control (management)","level":2,"score":0.5976167917251587},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.39344215393066406},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3864104151725769},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.33159029483795166},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.2637729048728943},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.25780177116394043},{"id":"https://openalex.org/C187736073","wikidata":"https://www.wikidata.org/wiki/Q2920921","display_name":"Management","level":1,"score":0.1283537745475769}],"mesh":[],"locations_count":2,"locations":[{"id":"pmh:oai:digitalcommons.kennesaw.edu:dba_etd-1008","doi":null,"is_oa":true,"landing_page_url":"https://digitalcommons.kennesaw.edu/dba_etd/4","pdf_url":"https://digitalcommons.kennesaw.edu/cgi/viewcontent.cgi?article=1008&context=dba_etd","source":{"id":"https://openalex.org/S4377196456","display_name":"DigitalCommons - Kennesaw State University (Kennesaw State University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I172980758","host_organization_name":"Kennesaw State University","host_organization_lineage":["https://openalex.org/I172980758"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Doctor of Business Administration Dissertations","raw_type":"text"},{"id":"mag:817565839","doi":null,"is_oa":false,"landing_page_url":"https://digitalcommons.kennesaw.edu/cgi/viewcontent.cgi?article=1008&context=dba_etd","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":{"id":"pmh:oai:digitalcommons.kennesaw.edu:dba_etd-1008","doi":null,"is_oa":true,"landing_page_url":"https://digitalcommons.kennesaw.edu/dba_etd/4","pdf_url":"https://digitalcommons.kennesaw.edu/cgi/viewcontent.cgi?article=1008&context=dba_etd","source":{"id":"https://openalex.org/S4377196456","display_name":"DigitalCommons - Kennesaw State University (Kennesaw State University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I172980758","host_organization_name":"Kennesaw State University","host_organization_lineage":["https://openalex.org/I172980758"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Doctor of Business Administration Dissertations","raw_type":"text"},"sustainable_development_goals":[{"id":"https://metadata.un.org/sdg/8","score":0.48510000109672546,"display_name":"Decent work and economic growth"}],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W817565839.pdf","grobid_xml":"https://content.openalex.org/works/W817565839.grobid-xml"},"referenced_works_count":151,"referenced_works":["https://openalex.org/W36714851","https://openalex.org/W142141491","https://openalex.org/W163832182","https://openalex.org/W234018029","https://openalex.org/W313210533","https://openalex.org/W780213309","https://openalex.org/W1054868033","https://openalex.org/W1513136691","https://openalex.org/W1541296021","https://openalex.org/W1544142596","https://openalex.org/W1545460766","https://openalex.org/W1603031018","https://openalex.org/W1639185104","https://openalex.org/W1956700811","https://openalex.org/W1965443741","https://openalex.org/W1967968613","https://openalex.org/W1968587049","https://openalex.org/W1968748295","https://openalex.org/W1971440513","https://openalex.org/W1971715206","https://openalex.org/W1972252571","https://openalex.org/W1974076431","https://openalex.org/W1974945975","https://openalex.org/W1980488594","https://openalex.org/W1982124949","https://openalex.org/W1983831730","https://openalex.org/W1984519229","https://openalex.org/W1984947418","https://openalex.org/W1986225750","https://openalex.org/W1986304219","https://openalex.org/W1988050849","https://openalex.org/W1989528006","https://openalex.org/W1990054133","https://openalex.org/W1991770189","https://openalex.org/W1994152699","https://openalex.org/W1994527953","https://openalex.org/W1995031937","https://openalex.org/W1995687919","https://openalex.org/W1996404757","https://openalex.org/W1997059038","https://openalex.org/W1997443271","https://openalex.org/W2001304996","https://openalex.org/W2002112290","https://openalex.org/W2006731719","https://openalex.org/W2007501170","https://openalex.org/W2007522646","https://openalex.org/W2011356025","https://openalex.org/W2014134373","https://openalex.org/W2015382758","https://openalex.org/W2018358435","https://openalex.org/W2021748712","https://openalex.org/W2021836634","https://openalex.org/W2022079949","https://openalex.org/W2025167893","https://openalex.org/W2025409117","https://openalex.org/W2026921537","https://openalex.org/W2029538653","https://openalex.org/W2030886495","https://openalex.org/W2032400422","https://openalex.org/W2033372311","https://openalex.org/W2035303902","https://openalex.org/W2036209188","https://openalex.org/W2037557484","https://openalex.org/W2037893988","https://openalex.org/W2046196964","https://openalex.org/W2047406664","https://openalex.org/W2047420144","https://openalex.org/W2049159124","https://openalex.org/W2049186306","https://openalex.org/W2049929313","https://openalex.org/W2053674519","https://openalex.org/W2054032328","https://openalex.org/W2056103043","https://openalex.org/W2057429264","https://openalex.org/W2062500440","https://openalex.org/W2066104418","https://openalex.org/W2066310381","https://openalex.org/W2067660748","https://openalex.org/W2067999751","https://openalex.org/W2068828493","https://openalex.org/W2068839458","https://openalex.org/W2072964722","https://openalex.org/W2081540323","https://openalex.org/W2086860301","https://openalex.org/W2089568859","https://openalex.org/W2090532501","https://openalex.org/W2092403867","https://openalex.org/W2095166613","https://openalex.org/W2095293451","https://openalex.org/W2098685541","https://openalex.org/W2099702604","https://openalex.org/W2100584291","https://openalex.org/W2100872401","https://openalex.org/W2104057213","https://openalex.org/W2105846236","https://openalex.org/W2106096361","https://openalex.org/W2108750986","https://openalex.org/W2109993882","https://openalex.org/W2112081648","https://openalex.org/W2113819196","https://openalex.org/W2113953904","https://openalex.org/W2122365893","https://openalex.org/W2123479313","https://openalex.org/W2125079355","https://openalex.org/W2125326971","https://openalex.org/W2125460893","https://openalex.org/W2125844247","https://openalex.org/W2130337603","https://openalex.org/W2131292268","https://openalex.org/W2131568786","https://openalex.org/W2134111791","https://openalex.org/W2136679907","https://openalex.org/W2136690337","https://openalex.org/W2138535943","https://openalex.org/W2139898527","https://openalex.org/W2141922018","https://openalex.org/W2144725335","https://openalex.org/W2150942649","https://openalex.org/W2151000531","https://openalex.org/W2161138758","https://openalex.org/W2162437324","https://openalex.org/W2165367750","https://openalex.org/W2169106160","https://openalex.org/W2171515724","https://openalex.org/W2171778554","https://openalex.org/W2177265233","https://openalex.org/W2201285395","https://openalex.org/W2229507686","https://openalex.org/W2253831885","https://openalex.org/W2318127665","https://openalex.org/W2318978829","https://openalex.org/W2322302913","https://openalex.org/W2326135887","https://openalex.org/W2326361446","https://openalex.org/W2327000424","https://openalex.org/W2328780728","https://openalex.org/W2330864153","https://openalex.org/W2331650995","https://openalex.org/W2335185310","https://openalex.org/W2335712328","https://openalex.org/W2340573943","https://openalex.org/W2414511594","https://openalex.org/W2564409327","https://openalex.org/W2810717968","https://openalex.org/W2884981860","https://openalex.org/W3019273456","https://openalex.org/W3121173280","https://openalex.org/W3123807415","https://openalex.org/W3124215585","https://openalex.org/W4235678817","https://openalex.org/W4237356565"],"related_works":["https://openalex.org/W2100584291","https://openalex.org/W2733582989","https://openalex.org/W1968587049","https://openalex.org/W1983831730","https://openalex.org/W7096877444","https://openalex.org/W4406826263","https://openalex.org/W7211996947","https://openalex.org/W2890301911","https://openalex.org/W1980488594","https://openalex.org/W150906915"],"abstract_inverted_index":{"This":[0,103,255],"research":[1,211],"empirically":[2],"explored":[3],"the":[4,18,26,41,52,65,69,82,100,106,120,143,148,183,189,192,200,233,242,269,275],"differing":[5],"effects":[6],"of":[7,20,29,43,64,71,74,86,108,147,153,191,196,203,213,221,260,274],"both":[8,178],"quantitative":[9],"and":[10,25,114,118,139,145,180,241,263,272],"qualitative":[11],"goals":[12,170],"on":[13,50,91],"sales":[14,21,34,87,132,163,206],"force":[15,22,88,133,164,207],"motivation":[16],"in":[17,166,199],"context":[19],"control":[23,89,134,208],"systems":[24,36,90],"various":[27,225],"facets":[28,63],"job":[30,75,93,122],"satisfaction.":[31],"An":[32],"interactive":[33],"controls\u2013goal":[35],"model":[37,117],"was":[38,59,237,257],"presented":[39],"with":[40,99],"objective":[42],"more":[44,79,204],"clearly":[45],"understanding":[46],"what":[47,96],"is":[48,152],"going":[49],"inside":[51],"black":[53],"box.":[54],"Relevant":[55],"to":[56,125,156,161,177,231,266],"this":[57,77,214],"study":[58,104,215],"capturing":[60],"all":[61],"seven":[62],"INDSALES":[66],"scale.":[67],"Given":[68],"limitations":[70],"global":[72,101],"measures":[73],"satisfaction,":[76],"investigation":[78],"fully":[80],"explained":[81],"relationships":[83,151],"among":[84],"types":[85],"multifaceted":[92],"satisfaction":[94,123,197],"than":[95],"currently":[97],"exists":[98],"measure.":[102],"extended":[105],"boundaries":[107],"an":[109],"existing":[110],"Evans,":[111],"Landry,":[112],"Li,":[113],"Zou":[115],"(2007)":[116],"connected":[119],"multidimensional":[121],"scale":[124],"other":[126],"complex":[127],"interorganizational":[128],"sales-linked":[129],"variables,":[130],"including":[131],"systems,":[135],"organizational":[136],"psychological":[137],"climate,":[138],"goal":[140],"difficulty.":[141],"Understanding":[142],"sequence":[144],"strength":[146],"model\u2019s":[149],"path":[150],"practical":[154],"important":[155],"managers":[157],"as":[158],"they":[159],"attempt":[160],"increase":[162],"effort":[165],"pursuing":[167],"specific,":[168],"challenging":[169],"that":[171],"benefit":[172],"their":[173],"organizations.":[174],"Especially":[175],"useful":[176],"scholars":[179],"practitioners":[181],"are":[182],"viii":[184],"increased":[185],"insights":[186],"gained":[187],"through":[188],"examination":[190],"role":[193],"each":[194],"facet":[195],"played":[198],"overall":[201],"design":[202],"effective":[205],"systems.":[209],"The":[210],"objectives":[212],"were":[216,244],"executed":[217],"using":[218,239,246],"a":[219,229,235],"survey":[220,236],"business-to-business":[222],"salespeople":[223],"across":[224],"U.S.":[226],"industries.":[227],"Following":[228],"pretest":[230],"refine":[232],"questionnaire,":[234],"conducted":[238],"Qualtrics":[240],"results":[243],"analyzed":[245],"variance-based":[247],"partial":[248],"least":[249],"squares":[250],"structural":[251],"equation":[252],"modeling":[253],"(PLS-SEM).":[254],"technique":[256],"selected":[258],"because":[259],"its":[261],"exploratory":[262],"predictive":[264],"ability":[265],"effectively":[267],"assess":[268],"causalities,":[270],"challenges,":[271],"complexities":[273],"proposed":[276],"theoretical":[277],"model.":[278]},"counts_by_year":[],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2016-06-24T00:00:00"}