Handbook of Management Scales/Output control

Output control (alpha = 0.76/0.87) Items My pay increases and other tangible rewards depend on how my performance compares with goals. If my performance goals are not met, I will be asked to explain why. Performance evaluations of salespeople place primary weight on results. My pay increases and other tangible rewards depend on the degree to which I achieve specific goals set. My immediate supervisor monitors the extent to which I achieve my performance goals. Source Atuahene-Gima/Li (2002): When does trust matter? Antecedents and contingent effects of supervisee trust on performance in selling new products in China and the United States. Journal of Marketing, Vol. 66, No. 3, pp. 61-81. Adapted from Jaworski/MacInnis (1989).