The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Salesforce Socialization
Abstract
Successfully assimilating salespeople into an organization is a critical responsibility of sales managers, but little published research has explored this topic. The authors test a model of salesforce assimilation (socialization). The findings indicate that realism and congruence are important antecedents to several desirable job-related outcomes.
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Citations
Cites
Motivation reconsidered: The concept of competence.
White, R. W. (1959) · Psychological Review · doi:10.1037/h0040934 · Cited by 5,681
Employee reactions to job characteristics.
Hackman, J. R., & Lawler, E. E. (1971) · Journal of Applied Psychology · doi:10.1037/h0031152 · Cited by 2,442
Cited by
“Service Encounter 2.0”: An investigation into the roles of technology, employees and customers
Larivière, B., Bowen, D., Andreassen, T. W., Kunz, W., Sirianni, N. J., Voss, C., Wünderlich, N. V., & De Keyser, A. (2017) · Journal of Business Research · doi:10.1016/j.jbusres.2017.03.008 · Cited by 779
The adoption of information technology in the sales force
Schillewaert, N., Ahearne, M. J., Frambach, R. T., & Moenaert, R. K. (2005) · Industrial Marketing Management · doi:10.1016/j.indmarman.2004.09.013 · Cited by 362
A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations
Wotruba, T. R. (1990) · Journal of Personal Selling & Sales Management · doi:10.1080/08853134.1990.10753821 · Cited by 253
Bande, B., Fernández-Ferrín, P., Varela-Neira, C., & Otero-Neira, C. (2016) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-03-2014-0046 · Cited by 139
Institutionalization of ethics and its consequences: a survey of marketing professionals
Singhapakdi, A., & Vitell, S. J. (2007) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-007-0030-8 · Cited by 117
Metadata
- Authors
- Dubinsky, A. J., Howell, R. D., Ingram, T. N., & Bellenger, D. N.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1986-10
- Volume
- 50
- Issue
- 4
- Pages
- 192-207
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W4248315031
- Cited by
- 297
- References
- 2
- FWCI
- 3.28
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: Salesforce Socialization. https://app.cochat.ai/papers/10.1177/002224298605000405
- The paper
- Dubinsky, A. J., Howell, R. D., Ingram, T. N., & Bellenger, D. N. (1986). Salesforce Socialization. Journal of Marketing. https://doi.org/10.1177/002224298605000405
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
