search query: @indexterm KOREA / total: 137
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| Author: | |
| Title: | The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces |
| Journal: | European Journal of Marketing
1996 : VOL. 30:7, p. 8-24 |
| Index terms: | SALESMEN EMPLOYEES ATTITUDES USA KOREA JAPAN |
| Language: | eng |
| Abstract: | The article states that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. It examines the influence of organizational formalization on work alienation through role stress and organizational commitment in industrial salesforces in the USA, Korea and Japan. From surveys of salesforces selling electronic products and components, inter-country differences are revealed and the importance of conducting cross-national studies on salesforce issues is highlighted. |
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