The Impact of Behavior-based Controls on Collaboration and Motivation in Sales Teams

Type
working paper
Date Issued
2024
Author(s)
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Abstract
Sales management controls help managers enhance sales team members’ prosocial behavior and foster their motivation. This study examines the design and use of behavior-based controls (i.e., behavior activity and capability control) to foster an intrateam collaboration climate and optimize salespeople’s intrinsic and extrinsic motivation. Drawing on the self-determination theory and stewardship theory, we hypothesize that behavior activity and capability control enhance intrateam collaboration climate, which fosters salespeople’s intrinsic and extrinsic motivation. We collect data from 640 surveyed salespeople of a global manufacturing company located in ten different market organizations, finding that behavior capability control promotes intrateam collaboration climate best across different cultures. Intrateam collaboration climate increases salespeople’s intrinsic motivation and is an essential mediator between the two behavior-based controls and intrinsic motivation. By considering team dynamics and providing practical implications for managers, our research contributes novel insights into behavior-based controls’ design and use.
Language
English (United States)
Keywords
behavior-based controls
intrateam collaboration climate
motivation
structural equation model
URL