The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship

Article Abstract:

A contingency model is proposed in which the effects of sales control systems on job performance are moderated by goal-setting characteristics. The findings from two studies conducted in the United States and China, respectively suggest the need for considering goal-setting characteristics when one attempts to link sales control systems.

United States, China, Strategic planning (Business), Business performance management

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Statistical power and structural equation models in business research

Article Abstract:

The relevance of power for structural equation models and measurement validation is discussed. It is found that power tends to be either very low, implying that too many false models will not be rejected, or extremely high, causing overrejection of tenable models.

Market Targeting & Approach, Models, Market strategy

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