Show Summary Details

Page of

PRINTED FROM OXFORD HANDBOOKS ONLINE ( © Oxford University Press, 2018. All Rights Reserved. Under the terms of the licence agreement, an individual user may print out a PDF of a single chapter of a title in Oxford Handbooks Online for personal use (for details see Privacy Policy and Legal Notice).

date: 16 May 2021

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.

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

Access to the complete content on Oxford Handbooks Online requires a subscription or purchase. Public users are able to search the site and view the abstracts and keywords for each book and chapter without a subscription.

Please subscribe or login to access full text content.

If you have purchased a print title that contains an access token, please see the token for information about how to register your code.

For questions on access or troubleshooting, please check our FAQs, and if you can''t find the answer there, please contact us.