The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces

Ronald E. Michaels, Alan J. Dubinsky, Masaaki Kotabe, Chae Un Lim

Research output: Contribution to journalArticlepeer-review

24 Citations (Scopus)

Abstract

States that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. Examines the influence of organizational formalization on work alienation through role stress and organizational commitment in industrial salesforces in the USA, Japan and Korea. From surveys of salesforces selling electronic products and components, reveals inter‐country differences and highlights the importance of conducting cross‐national studies on salesforce issues.

Original languageEnglish
Pages (from-to)8-24
Number of pages17
JournalEuropean Journal of Marketing
Volume30
Issue number7
DOIs
Publication statusPublished - 1996 Jul

Keywords

  • Employee attitudes
  • Formalization
  • Japan
  • Korea
  • Salesforce
  • USA

ASJC Scopus subject areas

  • Marketing

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