Examining the Salesforce Culture: Managerial Applications and Research Propositions

Abstract

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. This paper examines the salesforce subculture. Key concepts are defined and a process for managing the salesforce culture is presented. In addition, propositions designed to guide research integrating the study of culture and traditional sales management concepts are provided. Finally, methods for operationalizing relevant constructs are addressed.

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