haku: @indexterm salesmen / yhteensä: 340
viite: 150 / 340
| Tekijä: | |
| Otsikko: | Salesforce socialization. |
| Lehti: | Journal of Marketing
1986 : OCT, VOL. 50:4, p. 192-207 |
| Asiasana: | SALESMEN SALES MANAGEMENT MANAGEMENT ROLES ORGANIZATIONAL BEHAVIOUR MOTIVATION MODELS |
| Kieli: | eng |
| Tiivistelmä: | Successfully assimilating salespeople into an organization is a crucial responsibility of sales managers,but little published research has explored this topic. A model of salesforce assimilation (socialization) is tested. The goal is to provide sales managers with a useful tool for designing and assessing the efficiency of their sales organizations' assimilation programs. The findings indicate that realism and congruence are important antecedents to several desirable job-related outcomes. Factors that assist in the resolution of conflicting demands at work or role conflict are discussed. |
SCIMA