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

研究成果: Article査読

24 被引用数 (Scopus)

抄録

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.

本文言語English
ページ(範囲)8-24
ページ数17
ジャーナルEuropean Journal of Marketing
30
7
DOI
出版ステータスPublished - 1996 7月
外部発表はい

ASJC Scopus subject areas

  • マーケティング

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