The indirect effects of organizational controls on salesperson performanceand customer orientation

Based upon Path Goal Theory (PGT) and organizational Socialization Theory ( OST), we develop a conceptual model that identifies the indirect effects of organizational controls on salesperson performance and on salesperson cust omer orientation. Task clarity and affective commitment are posited as key mediating variables of the relationships between organizational controls an d salesperson outcomes (salesperson performance and customer orientation). Research results, based on a sample of 151 salespeople, show that organizat ional controls affect both the salesperson's task clarity and the salespers on's affective commitment to the organization. Further, results show that t ask clarity affects salesperson performance, but that it has no effect on c ustomer orientation. Affective commitment, however, has a significant impac t on both outcomes. Theoretical, managerial, and future research implicatio ns are discussed. (C) 2001 Elsevier Science Inc. All rights reserved.