search query: @indexterm salespeople / total: 142
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| Author: | Farrell, M.A. |
| Title: | The effect of a market-oriented organisational culture on sales-force behaviour and attitudes |
| Journal: | Journal of Strategic Marketing
2005 : DEC, VOL. 13:4, p. 261-273 |
| Index terms: | attitudes market orientation organizational culture salespeople |
| Language: | eng |
| Abstract: | This paper explores the effect of the various layers of a market-oriented culture on the attitudes and behaviours of sales-force personnel. Findings suggest that market-oriented values affect role conflict, role ambiguity, organizational commitment and job satisfaction, and that market-oriented norms have a weak impact on the customer orientation of the salesperson. Market-oriented artifacts were not found to have any explanatory power in this study. |
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