A measurement model of the dimensions and types of informal organizational control: An empirical test in a B2B sales context
针对非正式组织控制（自我、社会、文化三种类型）缺乏全面测量工具的问题，基于组织控制理论提出九种维度，通过28名B2B销售人员的定性研究和750名销售人员的定量数据开发并验证了测量量表。
Sales organizations are replete with informal forms of organizational control. Despite this, marketing and management literature has primarily focused on the theoretical development and empirical testing of formal, managerial forms of control. One reason research on informal controls has lagged is a lack of comprehensive measurement scales. Specifically, existing measures of the three principal types of informal controls—self, social, and cultural—do not capture the full dimensionality of the constructs (i.e., information, reward, and punishment aspects of informal controls). The authors take steps to remedy this situation by (1) outlining nine distinct dimensional types of informal control based on organizational control theory, (2) developing scales to measure the nine informal control constructs in a qualitative field study with 28 B2B salespeople, and (3) empirically validating the scales by establishing their psychometric properties and nomological validity using data collected from a diverse panel of 750 B2B salespeople.