David W. Cravens

TL;DR: This paper developed a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the performance and effectiveness of a sales organization's control systems.

TL;DR: In this article, a conceptual model and hypotheses are developed to study the antecedents and consequences of the emotional exhaustion construct, which is a potentially important construct in examining sales force behavior and attitude relationships.

TL;DR: In this paper, the authors investigate the antecedents and outcomes of salesperson burnout and test the conceptual model of burnout using a multi-company sample of field salespeople in an international setting.

TL;DR: In this article, the authors make two distinct additions to the literature relating to control, organizational citizenship behaviors and salesperson performance, and show that sales manager control has a stronger impact on OCB through POS, than directly, and POS has a strong impact on salesperson OCB.

TL;DR: In this article, the authors propose a classification framework for network forms based on volatility of environmental change and the type of interorganizational relationship involved (collaborative or transactional) to identify the environmental and organizational contingencies most likely to be associated with the emergence and adoption of a particular type of network arrangement.