Purpose–This paper seeks to review the literature on human resource management (HRM)
in entrepreneurial firms. Given the importance of human resource management for …

Control of projects is a core issue for organizations. Successful projects, such as information
systems projects, enable organizations to develop a superior supply network and enhance …

Agency theory has been widely adopted in sales research, yet much is unknown about the
extent of its application to explain and predict sales behaviors in today's dynamic sales …

Successful management of information technology (IT) projects is a primary concern of
project managers (PMs) and user liaisons (ULs). Prior studies have indicated that high risks …

Although sales control has been identified by previous literature as an effective tool to
promote salesperson commitment, unclear categorization of the focal variables makes …

Purpose: To identify all types of sales force control systems in the academic literature, and to
cluster the mediators between these controls and the performances, according to the AMO …

Salesforce is one of the main assets of any organisation. As salesforce is controlled by a
control system, it is important to know what kind of impact a salesforce control system has on …

Sales control systems are instruments used by firms to improve performance and other
organizational outcomes. To understand their antecedents and consequences, this paper …

In the agency theory literature, output and behavioral controls have been quite thoroughly
explored. However, input control (IC) that emphasizes personnel selection and staffing has …

The research aimed at establishing how primary case studies have related the “reward”
element with management control systems in the pursuit of organizational goals. To that …