Multi indntification foci and their countervailing effects on salespeople's negative headquarters stereotype

By:

WIESEKE, JAN

Contributor(s):

KRAUS, FLORIAN

Material type:

Mixed materialsPublication details: 2012Description: 1-20NLM classification:

658.85

In: JOURNAL OF MARKETINGMSummary: Using a large scale, multilevel data set, this study introduces to the sales management literature the concept of sales representatives headquartes sterotypes as a negative outcome of social identification. The results suggest that work team identification fosters haedquarters steorytyping more strongly when organizational identification is low than when it is high. Salespeople's physical distance from their corporate headquarters increases work team identification and decreases organizational indentification.

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Item type	Current library	Call number	Vol info	Status	Date due	Barcode
Periodicals/Magazines	SSCBS Library		76/3	Available		P14400

Using a large scale, multilevel data set, this study introduces to the sales management literature the concept of sales representatives headquartes sterotypes as a negative outcome of social identification. The results suggest that work team identification fosters haedquarters steorytyping more strongly when organizational identification is low than when it is high. Salespeople's physical distance from their corporate headquarters increases work team identification and decreases organizational indentification.

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