Applying interactional psychology to salesforce management: a socialization illustration

Abstract

Modern interactionism asserts that both the P (person) and the E (environment or situation) should be considered simultaneously in predicting attitudes and behaviors. In this paper, we apply the interactionist view to salesforce research. Specifically, we use salesforce socialization as an example to illustrate how interactionist concepts from psychology can be effectively applied in salesforce research. The role of qualitative research in this context is explored.

Citation

Todd Donavan, D., Fang, X., Bendapudi, N. and Singh, S.N. (2004), "Applying interactional psychology to salesforce management: a socialization illustration", Qualitative Market Research, Vol. 7 No. 2, pp. 139-152. https://doi.org/10.1108/13522750410530048