TITLE

SOCIALIZATION COMMUNICATION, ORGANIZATIONAL CITIZENSHIP BEHAVIORS, AND SALES IN A MULTILEVEL MARKETING ORGANIZATION

AUTHOR(S)
Sparks, John R.; Schenk, Joseph A.
PUB. DATE
March 2006
SOURCE
Journal of Personal Selling & Sales Management;Spring2006, Vol. 26 Issue 2, p161
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article examines socialization communication, organizational citizenship behaviors, and sales in a multilevel marketing organization. Multilevel marketing organizations are a fast-growing marketing organizational type with more than $20 billion in annual sales, with its success resting on the formation of cooperative social networks among members. A key role in eliciting the cooperative behavior necessary to sustain the business model is socialization of new members to the norms and values of the organization.
ACCESSION #
21065992

 

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