Salesforce Socialization
Journal of MarketingPublished 1 October 1986
Alan J. Dubinsky, Roy D. Howell, Thomas N. Ingram, Danny N. Bellenger
Citations158
SJR quartileQ1
SJR score13.39
SNIP5.22
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Abstract
Successfully assimilating salespeople into an organization is a critical responsibility of sales managers, but little published research has explored this topic. The authors test a model of salesforce assimilation (socialization). The findings indicate that realism and congruence are important antecedents to several desirable job-related outcomes.
Keywords
Decision SciencesBusiness, Management and Accounting