We empirically validate a model primarily based on Resource Dependence Theory. Our model links task characteristics and various subordinate characteristics that represent sources of managerial dependence to the adoption of the four archetypical combinations of formal and informal control...

This study investigates the importance of an entrepreneurial orientation of the sales department (SEO) as a strategic orientation in a challenging environment and the role of sales management controls in fostering SEO. The relationships are hypothesized to be contingent on the competitive...