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How the Conflict of Autonomous and Controlled Motivation Influences Sales Controls to Inside Sales Agents' Work Outcomes

Through the use of multiple methodologies and analytical approaches, this dissertation combines (1) sales control; (2) call center service; and (3) motivational theory to extend sales control literature beyond its current state, to consider the conflicting motivational perspectives an inside sales agent has to experience. To achieve this unification, this dissertation consists of three essays intended to: (1) identify the influence of autonomous and controlled motivation on operational sales outcome controls and performance; (2) explore the influence these motivators have on sales controls and sales performance; and, (3) understand the impact of autonomous and controlled motivation on sales agent tenure.

Identiferoai:union.ndltd.org:unt.edu/info:ark/67531/metadc1538772
Date08 1900
CreatorsConde, Gonzalo R
ContributorsThompson, Kenneth, Prybutok, Victor, Spears, Nancy
PublisherUniversity of North Texas
Source SetsUniversity of North Texas
LanguageEnglish
Detected LanguageEnglish
TypeThesis or Dissertation
Formatviii, 120 pages, Text
RightsUse restricted to UNT Community, Conde, Gonzalo R, Copyright, Copyright is held by the author, unless otherwise noted. All rights Reserved.

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