Article

The Use of Organizational Climate in Sales Force Research

Steven P. Brown, Manoshi Samaraweera and William Zahn

in The Oxford Handbook of Strategic Sales and Sales Management

Published in print January 2011 | ISBN: 9780199569458
Published online May 2011 | | DOI: http://dx.doi.org/10.1093/oxfordhb/9780199569458.003.0014

Series: Oxford Handbooks in Business and Management

The Use of Organizational Climate in Sales Force Research

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This article considers informal control mechanisms based on organizational climate as a means of guiding salespeople's efforts toward organizational priorities. It examines the relationship between formal control systems and the informal control function inherent in the organizational climate. It focuses on the least investigated of these: how organizations direct sales force effort toward achievement of organizational goals. Its central focus is on: how organizational climate signals the types of activities and accomplishments that are valued by organizations and directs salesperson behavior to these ends; and the conceptual and methodological implications of conducting organizational climate research in sales force contexts. To understand better the role of organizational climate in directing employee efforts toward organizational goals, this article also discusses closely related concepts, such as culture, psychological climate, and control systems and their relationships to organizational climate.

Keywords: organizational climate; control systems; organizational goals; culture; psychological climate

Article.  10676 words. 

Subjects: Business and Management ; Human Resource Management ; Organizational Theory and Behaviour

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