A measurement model of the dimensions and types of output and behavior control: An empirical test in a salesforce context
1997; Elsevier BV; Volume: 39; Issue: 3 Linguagem: Inglês
10.1016/s0148-2963(96)00195-6
ISSN1873-7978
AutoresGoutam Challagalla, Tasadduq A. Shervani,
Tópico(s)Experimental Behavioral Economics Studies
ResumoThe pioneering work of Thompson, James D.: Organizations in Action, McGraw-Hill, New York (1967); Ouchi, William G.: The Relationship between Organizational Structure and Organizational Control. Administrative Science Quarterly 20 (March 1977): 95–113; and Ouchi, William G.: A Conceptual Framework for the Design of Organizational Control Mechanisms. Management Science 25 (September 1979): 833–847; has lead to considerable empirical research on output and behavior control. However, empirical results from past studies are often ambiguous, partly because of (1) inconsistent conceptualization of the control construct, and (2) the lack of reliable and valid scales of control that are well grounded in theory. Our objective is to clarify the dimensions and types of supervisory control, and develop reliable and valid scales to measure these constructs. In this regard, based on conceptual definitions of control, we propose that the control construct has two key dimensions, information and reinforcements, and explicitly capture both dimensions. Further, we argue that prior conceptualizations of behavior control are too global to be of managerial relevance. Instead, we disaggregate the global behavior control construct into two types, activity control and capability control, in order to more accurately reflect the varied behaviors supervisors attempt to influence. We modify, enhance, and supplant existing scales to measure the proposed dimensions and types of control and test our measurement model in a salesforce context. The results indicate that our measures are reliable, and show convergent, discriminant, and nomological validity. J BUSN RES 1997. 39. 159–172
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