Organizational Climate--Culture

January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p72
Academic Journal
The article presents the abstract of the article "Exploring the Influence of Organizational and Personal Values on Salesperson Customer Orientation," by Sean Dwyer and Tara Burnthome Lopez, published in a previous issue of the journal "American Marketing Association Educators' Proceedings." Citing the importance of customer orientation to sales organizations, the authors examine the effects of organizational culture and personal values on a salesperson's customer orientation. While no results are reported, the authors do set forth a number of hypotheses. The authors end by suggesting that salesperson recruiting, selection, and training might all benefit from a better understanding of how organizational culture and personal values influence customer orientation.


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