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| Author: | Castleberry, S. B. |
| Title: | The web as an information source for sales recruits: Its effectiveness in aiding anticipatory socialization of salespeople |
| Journal: | Industrial Marketing Management
2002 : OCT, VOL. 31:7, p. 573-579 |
| Index terms: | Electronic commerce Sales management Company reports Financial reporting Marketing information |
| Freeterms: | Web sites |
| Language: | eng |
| Abstract: | Do firms' web pages contain information that will aid in the proper anticipatory socialization of sales recruits? While most Fortune 100 firms' web pages included general information, few listed industry information or provided an easy contact method for more information. Results of a convenience sample of potential recruits stress the importance of firms conducting primary marketing research in order to discover exactly what their recruits desire in a web page. |
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