Reports the results of a study that examined industrial salespeople′s perceptions of organizational fairness (a measure of perceived equity) across the United States, Japan and Korea. Prior research has found that employees′ perceived equity is associated with several job‐related...

States that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. Examines the influence of organizational formalization on work alienation through role stress and organizational commitment in industrial salesforces...