Abstract and Keywords
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.
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