Lopez, Tara; McMillan-Capehart, Amy
September 2002
Journal of Personal Selling & Sales Management;Fall2002, Vol. 22 Issue 4, p297
Academic Journal
The findings of several research studies suggest that gender, culture, and ethnic group are associated reliably with differences in workplace behaviors. This paper looks beyond demographic differences to a broader concept of group-based differences and addresses how differences in the behavioral reactions of outgroup sales trainees affect sales managers' attempts to socialize them into the organization. It is important for sales managers to be able to understand how differences are related to workplace behavior as sales forces become increasingly diverse. A framework and research propositions are offered based on theories of socialization, acculturation, and person--organization fit. In addition, interviews were conducted with salespeople to assess the viability of the proposed framework. Several areas of future research emerge as a result of this exploratory discussion.


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