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| Author: | Sohi, R. Smith, D. Ford, N. |
| Title: | How does sharing a sales force between multiple divisions affect salespeople? |
| Journal: | Journal of the Academy of Marketing Science
1996 : SUMMER, VOL. 24:3, p. 195-207 |
| Index terms: | MARKETING SALESMEN SALES |
| Language: | eng |
| Abstract: | An increasing number of firms are sharing a sales force between multiple divisions of their companies. Although this practice may increase organizational efficiency by reducing unit selling costs, it is not clear how it affects outcomes at the level of the individual salesperson. This study examines the effects of sharing a sales force between multiple divisions on salespeople's role perceptions, satisfaction, and performance. The results indicate that sharing is associated with higher levels of role stress and lower levels of work satisfaction and nonfinancial performance. |
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