ISSN:
0309-0566
Source:
Emerald Fulltext Archive Database 1994-2005
Topics:
Economics
Notes:
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.
Type of Medium:
Electronic Resource
URL:
http://dx.doi.org/10.1108/03090569610123799
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