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

doi:10.1108/03090569610123799

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 journal › Article › peer-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 language	English
Pages (from-to)	8-24
Number of pages	17
Journal	European Journal of Marketing
Volume	30
Issue number	7
DOIs	https://doi.org/10.1108/03090569610123799
Publication status	Published - 1996 Jul
Externally published	Yes

Keywords

Employee attitudes
Formalization
Japan
Korea
Salesforce
USA

ASJC Scopus subject areas

Marketing

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10.1108/03090569610123799

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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.",

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KW - Korea

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

Abstract

Keywords

ASJC Scopus subject areas

Access to Document

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