When Salespeople Harbor Negative Stereotypes of their Corporate Headquarters : How Harmful is it and How can it be Avoided

Research German OPEN
Homburg, Christian; Wieseke, Jan; Lukas, Bryan A.; Mikolon, Sven;
(2011)
  • Publisher: Inst. für Marktorientierte Unternehmensführung, Univ. Mannheim
  • Subject: 650 Management

This study examines the performance implications that organizations may suffer when their salespeople develop negative stereotypes of their corporate headquarters. How such stereotypes can be remedied through managerial action is also examined. The study draws on matche... View more
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