Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers

Abstract

Ronald E. Michaels, William L. Cron, Alan J. Dubinsky, Erich A. Joachimsthaler, Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers, Journal of Marketing Research, Vol. 25, No. 4 (Nov., 1988), pp. 376-383