Author ORCID Identifier

Date of Award

Spring 5-6-2022

Degree Type


Degree Name

Doctor of Business Administration (DBA)



First Advisor

Dr. Danny Bellenger

Second Advisor

Dr. Wesley Johnston

Third Advisor

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.


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