The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces
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.
Keywords
Citation
Michaels, R.E., Dubinsky, A.J., Kotabe, M. and Un Lim, C. (1996), "The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces", European Journal of Marketing, Vol. 30 No. 7, pp. 8-24. https://doi.org/10.1108/03090569610123799
Publisher
:MCB UP Ltd
Copyright © 1996, MCB UP Limited