Salesforce Socialization Tactics: Building Organizational Value Congruence

E. Stephen Grant · Alan J. Bush

41 citations0/0 files storedJournal of Personal Selling and Sales Management

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Organizational Management and Innovation Management and Organizational Practices Employee Performance and Motivation

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.

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1951Coefficient Alpha and the Internal Structure of Tests 1977Estimating Nonresponse Bias in Mail Surveys 1973The nature of human values 1986Organizational Culture and Leadership 2003The pervasive effects of family on entrepreneurship: toward a family embeddedness perspective 1977Toward a theory of organizational socialization 1980Surprise and Sense Making: What Newcomers Experience in Entering Unfamiliar Organizational Settings

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2014Antecedents and consequences of salesperson identification with the brand and company 2015Models of Congruence of Personal and Organizational Values: How Many Points of Contact are There Between Science and Practice?2012Value Congruence in Organizations: Literature Review, Theoretical Perspectives, and Future Directions

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