Examining the Salesforce Culture: Managerial Applications and Research Propositions

Jackson Jr., Donald W.; Tax, Stephen S.; Barnes, John W.
September 1994
Journal of Personal Selling & Sales Management;Fall94, Vol. 14 Issue 4, p1
Academic Journal
The article examines the salesforce subculture of an organization. It provides the definition of key concepts. It also mentions about the process presented in managing a salesforce culture. The concept of organization culture has received a great deal of attention in both academic and practitioner oriented literature. However, considerably less effort has been directed at addressing organization subcultures.


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