Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers.

Authors :: Michaels, Ronald E.
Cron, William L.
Dubinsky, Alan J.
Joachimsthaler, Erich A.
Source :: Journal of Marketing Research (JMR); Nov88, Vol. 25 Issue 4, p376-383, 8p, 1 Diagram, 3 Charts
Publication Year :: 1988
Abstract: A model is investigated in which organizational formalization influences work alienation through role ambiguity, role conflict, and organizational commitment. Interrelationships are tested with data obtained from industrial salespeople and industrial buyers. Higher levels of formalization are found to be associated with greater organizational commitment and less work alienation. [ABSTRACT FROM AUTHOR]

Subjects :: ORGANIZATIONAL behavior
PERSONNEL management
FORMAL groups
OCCUPATIONAL roles
ROLE conflict
ORGANIZATIONAL commitment
SALES force management
ROLE ambiguity
EMPLOYEE loyalty
DECISION making

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