{"id":"https://openalex.org/W7117474404","doi":"https://doi.org/10.1287/msom.2022.0613","title":"Is IT That You Can\u2019t Learn, Or You Won\u2019t Learn? Technology-Enabled Monitoring and Heterogeneity in Sales Performance","display_name":"Is IT That You Can\u2019t Learn, Or You Won\u2019t Learn? Technology-Enabled Monitoring and Heterogeneity in Sales Performance","publication_year":2025,"publication_date":"2025-12-29","ids":{"openalex":"https://openalex.org/W7117474404","doi":"https://doi.org/10.1287/msom.2022.0613"},"language":"en","primary_location":{"id":"doi:10.1287/msom.2022.0613","is_oa":false,"landing_page_url":"https://doi.org/10.1287/msom.2022.0613","pdf_url":null,"source":{"id":"https://openalex.org/S81410195","display_name":"Manufacturing & Service Operations Management","issn_l":"1523-4614","issn":["1523-4614","1526-5498"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Manufacturing &amp; Service Operations Management","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":null,"display_name":"Yingda Lu","orcid":"https://orcid.org/0000-0003-4710-0730"},"institutions":[{"id":"https://openalex.org/I39422238","display_name":"University of Illinois Chicago","ror":"https://ror.org/02mpq6x41","country_code":"US","type":"education","lineage":["https://openalex.org/I39422238"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Yingda Lu","raw_affiliation_strings":["College of Business Administration, University of Illinois at Chicago, Chicago, Illinois 60607"],"raw_orcid":"https://orcid.org/0000-0003-4710-0730","affiliations":[{"raw_affiliation_string":"College of Business Administration, University of Illinois at Chicago, Chicago, Illinois 60607","institution_ids":["https://openalex.org/I39422238"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5017940461","display_name":"Ioannis Bellos","orcid":"https://orcid.org/0000-0002-9828-7067"},"institutions":[{"id":"https://openalex.org/I162714631","display_name":"George Mason University","ror":"https://ror.org/02jqj7156","country_code":"US","type":"education","lineage":["https://openalex.org/I162714631"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Ioannis Bellos","raw_affiliation_strings":["Costello College of Business, George Mason University, Fairfax, Virginia 22030"],"raw_orcid":"https://orcid.org/0000-0002-9828-7067","affiliations":[{"raw_affiliation_string":"Costello College of Business, George Mason University, Fairfax, Virginia 22030","institution_ids":["https://openalex.org/I162714631"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5037252056","display_name":"Brad N. Greenwood","orcid":"https://orcid.org/0000-0002-0772-7814"},"institutions":[{"id":"https://openalex.org/I162714631","display_name":"George Mason University","ror":"https://ror.org/02jqj7156","country_code":"US","type":"education","lineage":["https://openalex.org/I162714631"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Brad N. Greenwood","raw_affiliation_strings":["Costello College of Business, George Mason University, Fairfax, Virginia 22030"],"raw_orcid":"https://orcid.org/0000-0002-0772-7814","affiliations":[{"raw_affiliation_string":"Costello College of Business, George Mason University, Fairfax, Virginia 22030","institution_ids":["https://openalex.org/I162714631"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5068317491","display_name":"Liqiang Huang","orcid":"https://orcid.org/0000-0002-6759-8110"},"institutions":[{"id":"https://openalex.org/I76130692","display_name":"Zhejiang University","ror":"https://ror.org/00a2xv884","country_code":"CN","type":"education","lineage":["https://openalex.org/I76130692"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Liqiang Huang","raw_affiliation_strings":["School of Management, Zhejiang University, Hangzhou, Zhejiang 310058, China"],"raw_orcid":"https://orcid.org/0000-0002-6759-8110","affiliations":[{"raw_affiliation_string":"School of Management, Zhejiang University, Hangzhou, Zhejiang 310058, China","institution_ids":["https://openalex.org/I76130692"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":4,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":{"value":0.82293636,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":"28","issue":"3","first_page":"975","last_page":"994"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10068","display_name":"Technology Adoption and User Behaviour","score":0.16290000081062317,"subfield":{"id":"https://openalex.org/subfields/1802","display_name":"Information Systems and Management"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10068","display_name":"Technology Adoption and User Behaviour","score":0.16290000081062317,"subfield":{"id":"https://openalex.org/subfields/1802","display_name":"Information Systems and Management"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10970","display_name":"Team Dynamics and Performance","score":0.06400000303983688,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.032999999821186066,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"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/exploit","display_name":"Exploit","score":0.7498999834060669},{"id":"https://openalex.org/keywords/incentive","display_name":"Incentive","score":0.7150999903678894},{"id":"https://openalex.org/keywords/transparency","display_name":"Transparency (behavior)","score":0.6611999869346619},{"id":"https://openalex.org/keywords/phone","display_name":"Phone","score":0.5194000005722046},{"id":"https://openalex.org/keywords/work","display_name":"Work (physics)","score":0.48030000925064087},{"id":"https://openalex.org/keywords/principal","display_name":"Principal (computer security)","score":0.476500004529953}],"concepts":[{"id":"https://openalex.org/C165696696","wikidata":"https://www.wikidata.org/wiki/Q11287","display_name":"Exploit","level":2,"score":0.7498999834060669},{"id":"https://openalex.org/C29122968","wikidata":"https://www.wikidata.org/wiki/Q1414816","display_name":"Incentive","level":2,"score":0.7150999903678894},{"id":"https://openalex.org/C2780233690","wikidata":"https://www.wikidata.org/wiki/Q535347","display_name":"Transparency (behavior)","level":2,"score":0.6611999869346619},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6018000245094299},{"id":"https://openalex.org/C2778707766","wikidata":"https://www.wikidata.org/wiki/Q202064","display_name":"Phone","level":2,"score":0.5194000005722046},{"id":"https://openalex.org/C18762648","wikidata":"https://www.wikidata.org/wiki/Q42213","display_name":"Work (physics)","level":2,"score":0.48030000925064087},{"id":"https://openalex.org/C144559511","wikidata":"https://www.wikidata.org/wiki/Q2986279","display_name":"Principal (computer security)","level":2,"score":0.476500004529953},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.45820000767707825},{"id":"https://openalex.org/C166052673","wikidata":"https://www.wikidata.org/wiki/Q83021","display_name":"Empirical evidence","level":2,"score":0.41850000619888306},{"id":"https://openalex.org/C120936955","wikidata":"https://www.wikidata.org/wiki/Q2155640","display_name":"Empirical research","level":2,"score":0.35530000925064087},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.3361000120639801},{"id":"https://openalex.org/C2780598303","wikidata":"https://www.wikidata.org/wiki/Q65921492","display_name":"Flexibility (engineering)","level":2,"score":0.33250001072883606},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.3052999973297119},{"id":"https://openalex.org/C195094911","wikidata":"https://www.wikidata.org/wiki/Q14167904","display_name":"Process management","level":1,"score":0.3050999939441681},{"id":"https://openalex.org/C195487862","wikidata":"https://www.wikidata.org/wiki/Q850210","display_name":"Revenue","level":2,"score":0.28760001063346863},{"id":"https://openalex.org/C145097563","wikidata":"https://www.wikidata.org/wiki/Q1148747","display_name":"Payment","level":2,"score":0.2824999988079071},{"id":"https://openalex.org/C112930515","wikidata":"https://www.wikidata.org/wiki/Q4389547","display_name":"Risk analysis (engineering)","level":1,"score":0.27730000019073486},{"id":"https://openalex.org/C21547014","wikidata":"https://www.wikidata.org/wiki/Q1423657","display_name":"Operations management","level":1,"score":0.2678999900817871},{"id":"https://openalex.org/C129361004","wikidata":"https://www.wikidata.org/wiki/Q2470236","display_name":"Profitability index","level":2,"score":0.25920000672340393}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1287/msom.2022.0613","is_oa":false,"landing_page_url":"https://doi.org/10.1287/msom.2022.0613","pdf_url":null,"source":{"id":"https://openalex.org/S81410195","display_name":"Manufacturing & Service Operations Management","issn_l":"1523-4614","issn":["1523-4614","1526-5498"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310315699","host_organization_name":"Institute for Operations Research and the Management Sciences","host_organization_lineage":["https://openalex.org/P4310315699"],"host_organization_lineage_names":["Institute for Operations Research and the Management Sciences"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Manufacturing &amp; Service Operations Management","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":76,"referenced_works":["https://openalex.org/W1458448385","https://openalex.org/W1919376000","https://openalex.org/W1974940338","https://openalex.org/W1975814379","https://openalex.org/W1981746889","https://openalex.org/W1999429780","https://openalex.org/W2012525563","https://openalex.org/W2013276124","https://openalex.org/W2017315073","https://openalex.org/W2029764184","https://openalex.org/W2034478253","https://openalex.org/W2055709972","https://openalex.org/W2060112242","https://openalex.org/W2062633940","https://openalex.org/W2068232084","https://openalex.org/W2073964606","https://openalex.org/W2081151243","https://openalex.org/W2092191490","https://openalex.org/W2097009687","https://openalex.org/W2098715874","https://openalex.org/W2099515304","https://openalex.org/W2100010922","https://openalex.org/W2100303834","https://openalex.org/W2100772444","https://openalex.org/W2104194762","https://openalex.org/W2120884028","https://openalex.org/W2124203762","https://openalex.org/W2125313549","https://openalex.org/W2126101594","https://openalex.org/W2130703925","https://openalex.org/W2145501277","https://openalex.org/W2148520718","https://openalex.org/W2153981305","https://openalex.org/W2159558768","https://openalex.org/W2166667561","https://openalex.org/W2345685485","https://openalex.org/W2546239093","https://openalex.org/W2580901941","https://openalex.org/W2619725192","https://openalex.org/W2788281262","https://openalex.org/W2807841885","https://openalex.org/W2890010334","https://openalex.org/W2899866862","https://openalex.org/W2943683027","https://openalex.org/W2962368199","https://openalex.org/W2974637350","https://openalex.org/W3000512628","https://openalex.org/W3032223741","https://openalex.org/W3033501353","https://openalex.org/W3085909418","https://openalex.org/W3092728304","https://openalex.org/W3121301164","https://openalex.org/W3121954180","https://openalex.org/W3122327229","https://openalex.org/W3122896308","https://openalex.org/W3123132010","https://openalex.org/W3123274456","https://openalex.org/W3123495529","https://openalex.org/W3124528338","https://openalex.org/W3125047309","https://openalex.org/W3125170244","https://openalex.org/W3126050970","https://openalex.org/W3126073288","https://openalex.org/W3157470779","https://openalex.org/W3208290531","https://openalex.org/W4224121791","https://openalex.org/W4252118620","https://openalex.org/W4280644938","https://openalex.org/W4285388861","https://openalex.org/W4291163994","https://openalex.org/W4296266630","https://openalex.org/W4380085064","https://openalex.org/W4391754254","https://openalex.org/W4393052689","https://openalex.org/W4408102572","https://openalex.org/W4409362743"],"related_works":[],"abstract_inverted_index":{"Problem":[0],"definition:":[1],"This":[2,313],"work":[3,269,314],"investigates":[4],"the":[5,18,25,28,45,56,68,73,104,112,162,177,185,209,217,226,254,271,279,307,349,354],"effect":[6,46,105,164,179],"of":[7,20,30,47,106,114,187,213,224,257,275,281,322,333,344],"technological":[8,36],"monitoring":[9,37,107,121,132,214],"on":[10,50,108,208,289],"salesforce":[11,229],"efficacy.":[12],"While":[13],"prior":[14],"research":[15],"has":[16,38],"investigated":[17],"creation":[19],"incentive":[21],"packages":[22],"to":[23,155,170,174,191,221,241],"resolve":[24],"principal-agent":[26],"problem,":[27],"efficacy":[29],"increasingly":[31],"inexpensive":[32],"and":[33,70,199,211,216,236,264,278,299,303,327,337,348],"widely":[34],"available":[35,363],"received":[39],"less":[40],"attention.":[41],"We":[42,87],"argue":[43],"that":[44,83,129,161],"such":[48,59,76],"programs":[49,60,77,215],"salesperson":[51,136,232],"performance":[52,63,310],"is":[53,167,362],"ambiguous.":[54],"On":[55,72],"one":[57],"hand,":[58,75],"may":[61,78,261],"increase":[62],"by":[64,285,317],"increasing":[65],"transparency":[66,298],"between":[67,297],"principal":[69],"agent.":[71],"other":[74],"create":[79],"crowd":[80,300],"out":[81,301],"effects":[82,153,280,302],"erode":[84],"performance.":[85,137],"Methodology/results:":[86],"investigate":[88],"these":[89,248],"questions":[90],"using":[91,123],"a":[92,115,124,131],"unique":[93],"Chinese":[94],"B2B":[95],"platform":[96],"specializing":[97],"in":[98],"products":[99],"for":[100,165,180,219,228,353],"infants.":[101],"To":[102],"identify":[103],"performance,":[109,292],"we":[110,293],"exploit":[111],"rollout":[113],"de":[116],"novo":[117],"cell":[118],"phone":[119],"GPS":[120],"program":[122],"difference-in-difference":[125],"approach.":[126],"Results":[127],"indicate":[128],"implementing":[130],"system":[133],"significantly":[134],"increases":[135],"However,":[138],"results":[139,183],"also":[140],"suggest":[141,160],"considerable":[142],"heterogeneity":[143],"across":[144,195],"salespersons,":[145],"with":[146],"underperformers":[147,166],"experiencing":[148],"significant":[149],"improvements":[150],"but":[151],"negative":[152],"accruing":[154],"high":[156,181],"performers.":[157],"Empirical":[158],"extensions":[159],"beneficial":[163],"primarily":[168],"due":[169],"effort":[171,193],"(as":[172],"opposed":[173],"upskilling),":[175],"while":[176],"deleterious":[178],"performers":[182],"from":[184],"disruption":[186],"established":[188],"routines,":[189],"leading":[190],"suboptimal":[192],"allocation":[194],"their":[196,290],"assigned":[197],"tasks":[198],"store":[200],"portfolio.":[201],"Managerial":[202],"implications:":[203],"These":[204],"findings":[205,249],"shed":[206],"light":[207],"benefits":[210],"drawbacks":[212],"need":[218],"managers":[220],"be":[222],"cognizant":[223],"both":[225],"reasons":[227],"underperformance":[230],"(i.e.,":[231],"capability":[233],"versus":[234,244],"effort)":[235],"whom":[237],"they":[238],"are":[239],"electing":[240],"monitor":[242],"(high":[243],"low":[245],"performers).":[246],"Further,":[247],"provide":[250,304],"cautionary":[251],"evidence":[252],"against":[253],"wholesale":[255],"implementation":[256],"monitoring,":[258],"as":[259],"it":[260],"disrupt":[262],"well-established":[263],"successful":[265],"routines.":[266],"Theoretically,":[267],"this":[268],"integrates":[270],"hitherto":[272],"disparate":[273],"concepts":[274],"compensation":[276],"design":[277],"technology-enabled":[282],"monitoring.":[283],"Finally,":[284],"stratifying":[286],"salespersons":[287],"based":[288],"past":[291],"illustrate":[294],"boundary":[295],"conditions":[296],"insights":[305],"into":[306],"mechanisms":[308],"behind":[309],"changes.":[311],"Funding:":[312],"was":[315],"supported":[316],"National":[318,329],"Natural":[319,341],"Science":[320,331,342],"Foundation":[321,343],"China":[323,334,345],"[Grants":[324,335],"72271217,":[325],"72232009,":[326],"72332005];":[328],"Social":[330],"Fund":[332],"24&amp;ZD072":[336],"22&amp;ZD081];":[338],"Zhejiang":[339],"Provincial":[340],"[Grant":[346],"LR22G010002],":[347],"Fundamental":[350],"Research":[351],"Funds":[352],"Central":[355],"Universities.":[356],"Supplemental":[357],"Material:":[358],"The":[359],"online":[360],"appendix":[361],"at":[364],"https://doi.org/10.1287/msom.2022.0613":[365],".":[366]},"counts_by_year":[],"updated_date":"2026-06-11T09:08:48.828518","created_date":"2025-12-29T00:00:00"}
