Abstract
This study investigates management control systems in retailing and examines how they connect to retail buyers' behavior strategies and retail performance. We test hypotheses with a structure equation modeling (SEM) based on survey data from 149 merchandising division heads at Japanese supermarkets. The results reveal that outcome-based control promotes buyers' price negotiation orientation while behavior-based control encourages buyers' innovative behavior orientation. Moreover, both of these distinct behavior strategies yield greater retail performance. This study contributes toward the development of a generalized model of how retailers can manipulate buyers' behavior strategies from the management perspective by applying organizational control theory in the field of retail buying.
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