DelVecchio, Susan K.; Deeter‐Schmelz, Dawn R.; … - In: Journal of Business & Industrial Marketing 28 (2013) 4, pp. 288-302
Purpose – The purpose of this study is to investigate the effects of salespersons' attributions about managerial e‐monitoring … limitations/implications – Building on self‐determination theory (SDT), the authors' study provides an explicit test of e‐monitoring …. Practical implications – Managers seeking to improve customer orientation through the use of e‐monitoring might be best served …