Salesforce Socialization-Reference-Cited by-同舟云学术

Salesforce Socialization

Published:1986-10 Issue:4 Volume:50 Page:192-207
ISSN:0022-2429
Container-title:Journal of Marketing
language:en
Short-container-title:Journal of Marketing

Author:

Dubinsky Alan J.¹,Howell Roy D.²,Ingram Thomas N.³,Bellenger Danny N.²

Affiliation:

1. School of Management, University of Minnesota.

2. Texas Tech University.

3. University of Kentucky.

Abstract

Successfully assimilating salespeople into an organization is a critical responsibility of sales managers, but little published research has explored this topic. The authors test a model of salesforce assimilation (socialization). The findings indicate that realism and congruence are important antecedents to several desirable job-related outcomes.

Publisher

SAGE Publications

Subject

Marketing,Business and International Management

Link

http://journals.sagepub.com/doi/pdf/10.1177/002224298605000405

Reference65 articles.

1. Opinions and Social Pressure

2. Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors

3. Performance and Satisfaction in an Industrial Sales Force: An Examination of their Antecedents and Simultaneity

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