TITLE

Salesforce Socialization Tactics: Building Organizational Value Congruence

AUTHOR(S)
Grant, E. Stephen; Bush, Alan J.
PUB. DATE
June 1996
SOURCE
Journal of Personal Selling & Sales Management;Summer96, Vol. 16 Issue 3, p17
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The authors explore salesforce socialization tactics as a means of building organizational value congruence--an important dimension of salesforce culture strength. An empirical study is presented in which six socialization tactics are measured and it is found that certain socialization tactics have a greater effect than, others on organizational value congruence. The findings have important implications for salesforce managers and suggest future research direction.
ACCESSION #
9703132652

 

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