Author ORCID Identifier
https://orcid.org/0000-0002-2441-6268
Date of Award
Spring 5-6-2022
Degree Type
Dissertation
Degree Name
Doctor of Business Administration (DBA)
Department
Business
First Advisor
Dr. Danny Bellenger
Second Advisor
Dr. Wesley Johnston
Third Advisor
Dr. Todd Maurer
Abstract
Sales performance and salesforce turnover are vital concerns for businesses and organizations everywhere. Too, much work has been performed within academic research on the impact of performance on companies and the antecedents to predicting individual salesperson performance and intent to remain. Much work has also been committed to further the concept of Person-Organization Fit (P-O Fit) related to organizational success or failure. In this paper, I will conduct a quantitative analysis of a cloud services company’s sales personnel to establish the impact of values and normal congruence on individual salespeople's performance and intention to remain. This research will fill an essential gap in the literature by combining the concepts of P-O Fit and Salesforce Socialization. This data will provide critical insights and guidance for practitioners when making salesforce hiring decisions.
DOI
https://doi.org/10.57709/28983957
Recommended Citation
Duke, Jason, "The Impact of Values Congruence on Sales Personnel Performance and Retention: A Person-Organization Fit Analysis." Dissertation, Georgia State University, 2022.
doi: https://doi.org/10.57709/28983957
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