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.
| Identifer | oai:union.ndltd.org:unt.edu/info:ark/67531/metadc1538772 |
| Date | 08 1900 |
| Creators | Conde, Gonzalo R |
| Contributors | Thompson, Kenneth, Prybutok, Victor, Spears, Nancy |
| Publisher | University of North Texas |
| Source Sets | University of North Texas |
| Language | English |
| Detected Language | English |
| Type | Thesis or Dissertation |
| Format | viii, 120 pages, Text |
| Rights | Use restricted to UNT Community, Conde, Gonzalo R, Copyright, Copyright is held by the author, unless otherwise noted. All rights Reserved. |
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