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Article
An Exploratory Assessment of Sales Culture Variables: Strategic Implications within the Banking Industry
Journal of Personal Selling & Sales Management (2001)
  • Rick E. Ridnour, Northern Illinois University
  • Felicia G. Lassk, University of South Florida
  • C. David Shepherd, Georgia Southern University
Abstract

Growing, or even simply sustaining, profitability in today's rapidly changing environment is a daunting task. Today's firm must contend with increasing competition, changing customer requirements, and unprecedented technological change. Further, changing government regulations, such as the recent wave of deregulation, have dramatically changed the way business has traditionally been done in certain industries. In such a turbulent environment many firms have discovered that a total organizational sales effort is necessary. For many firms, this means a paradigm shift that involves strengthening their sales culture. The purpose of this study is to empirically examine the sales culture (SC) concept and discuss its importance in contemporary business strategy. First, we will discuss market orientation from a corporate culture perspective. Second, the sales culture component of a market orientation will be defined and examined. Third, an exploratory investigation of constructs associated with sales culture will be investigated using an example taken from an industry that is experiencing rapid change, the banking industry. Finally, strategic implications, limitations and suggestions for future research will be shared.

Keywords
  • Profitability,
  • Government regulation,
  • Sales culture,
  • Contemporary business strategy,
  • Market orientation,
  • Corporate culture perspective
Publication Date
Summer 2001
Citation Information
Rick E. Ridnour, Felicia G. Lassk and C. David Shepherd. "An Exploratory Assessment of Sales Culture Variables: Strategic Implications within the Banking Industry" Journal of Personal Selling & Sales Management Vol. 21 Iss. 3 (2001)
Available at: http://works.bepress.com/c_david_shepherd/27/