Author ORCID Identifier
Date of Award
Doctor of Business Administration (DBA)
Dr. Danny Bellenger
Dr. Wesley Johnston
Dr. Todd Maurer
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.
Duke, Jason, "The Impact of Values Congruence on Sales Personnel Performance and Retention: A Person-Organization Fit Analysis." Dissertation, Georgia State University, 2022.
File Upload Confirmation