The purpose of this article is to examine and discuss the organizational socialization process as it applies to students. An organizational stage model is presented and tested empirically in the context of marketing education using a sample of students. Implications for marketing educators are presented and discussed.
Get full access to this article
View all access options for this article.
References
1.
Bagozzi, Richard P. (1978). "Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors."Journal of Marketing Research, 15 (November): 517-531.
2.
Bitner, Mary Jo , Bernard M. Booms, and Mary Stanfield Tetreault (1990). "The Service Encounter. Diagnosing, Favorable and Unfavorable Incidents."Journal of Marketing, 54 (1): 71-84.
3.
Bowen, David E. , and Benjamin Schneider (1986). "Boundary-Spanning-Role Employees and the Service Encounter: Some Guidelines for Management and Research." In The Service Encounter, edited by John A. Czepiel, Michael R. Solomon, and Carol F. Surprenant. Lexington, MA: Lexington Books, pp. 127-148.
4.
Cartwright, D. , and A. Zander (1968). Group Dynamics: Research and Theory. New York: Harper and Row.
5.
Churchill, Gilbert A., Jr. , Neil M. Ford, and Orville C. Walker, Jr. (1976). "Organizational Climate and Job Satisfaction in the Salesforce."Journal of Marketing Research, 13 (November): 323-332.
6.
Donnelly, James H., Jr. , and John M. Ivancevich (1975). "Role Clarity and the Salesman."Journal of Marketing, 39 (January): 71-74.
7.
Dubinsky, Alan J. , Roy D. Howell, Thomas N. Ingram, and Danny N. Bellenger (1986). "Salesforce Socialization."Journal of Marketing, 50 (4): 192-207.
8.
Dunnette, M. D. , R. D. Arvery, and P. A. Banas (1973). "Why Do They Leave?"Personnel, 50 (May-June): 25-39.
9.
Feldman, Daniel C. (1976). "A Contingency Theory of Socialization."Administrative Science Quarterly, 21 (September): 433-450.
10.
Ford, Neil M. , Orville C. Walker, Jr., and Gilbert A. Churchill, Jr. (1976). The Psychological Consequences of Role Conflict and Ambiguity in the Industrial Salesforce." In Educator's Conference Proceedings, edited by K. L. Bemhardt. Chicago: American Marketing Association, pp. 403-408.
11.
Gomersall, E. R. , and M. S. Myers (1966). "Breakthrough in On-the-Job Training."Harvard Business Review, 44 (July-August): 62-72.
12.
Holland, J. L. (1973). Making Vocational Choices: A Theory of Careers. Englewood Cliffs, NJ: Prentice Hall.
13.
Mills, Peter K. (1986) Managing Service Industries. Cambridge, MA: Ballinger Publishing Co.
14.
Nunnally, Jum C. (1978). Psychometric Theory. New York: McGraw-Hill.
15.
Porter, L. W. , E. E. Lawler, and J. R. Hackman (1975). Behavior in Organizations. New York: McGraw-Hill.
16.
Pruden, H. O. , and R. M. Reese (1972). "Interorganizational Role-Set Relations and the Performance and Satisfaction of Industrial Salesman."Administrative Science Quarterly, 17 (December): 601-609.
17.
Schein, Edgar H. (1968). "Organizational Socialization and the Profession of Management. Industrial Management Review, 9 (Winter): 1-16.
18.
Smith, M. B. (1968). "Competence and Socialization." In Socialization and Society, edited by J. A. Clausen. Boston: Little, Brown and Co.
19.
Teas, R. Kenneth (1980). "An Empirical Test of Linkages Proposed in the Walker, Churchill, and Ford Model of Sales Force Motivation and Performance."Journal of the Academy of Marketing Science, 8 (Winter-Spring): 58-72.
20.
Tyagi, Pradeep K. (1982). "Perceived Organizational Climate and the Process of Salesperson Motivation."Journal of Marketing Research, 19 (May): 240-254.
21.
Vroom, V. H. (1964). Work and Motivation. New York: John Wiley and Sons.
22.
Walker, Orville C., Jr. , Gilbert A. Churchill, Jr., and Neil M. Ford (1975). "Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity."Journal of Marketing, 39 (January): 32-39.
23.
Weitz, J. (1956). "Job Expectancy and Survival."Journal of Applied Psychology, 40 (August): 245-257.
24.
Wanous, J. P. (1973). "Effects of Realistic Job Preview on Job Acceptance, Job Attitudes, and Job Survival. Journal of Applied Psychology, 58 (December): 327-332.
