TY - JOUR
AU - Pickett, Gregory M.
AB - In this paper we extend control theory by exploring the referents that salespeople use to interpret their perfonnance and, subsequently, adjust their behaviors ifperfonnance is deemed inadequate. While scholars have long relied on referents and control theory to explain motivated behavior, research has just recently begun to investigate the sources of referents that are integral to such advances. We propose that referents are inexorably intertwined with salespersons’ mental models which are engaged during sales episodes. Ergo, we build on research in social cognition to broaden our understandings about organizational control.
TI - The Role of Mental Models in Control Theory:Understanding Cognitive FACTORS Influencing the Behaviors of Salespeople
JF - Journal of Marketing Theory & Practice
DO - 10.1080/10696679.1999.11501816
DA - 1999-01-01
UR - https://www.deepdyve.com/lp/taylor-francis/the-role-of-mental-models-in-control-theory-understanding-cognitive-iWmD87Hh5i
SP - 17
EP - 29
VL - 7
IS - 1
DP - DeepDyve
ER -