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Identification of organizational
socialization tactics: The case of
sales and marketing trainees in
higher education
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• Result 14 of 1,136,801
Citation
Title:
Identification of organizational socialization tactics: The case of sales and marketing
trainees in higher education.
Authors:
Commeiras, Nathalie1
Loubes, Anne2
aloubes@univ-montp2.fr
Bories-Azeau, Isabelle3
Source:
European Management Journal. Apr2013, Vol. 31 Issue 2, p164-178. 15p.
Document Type:
Article
Subject Terms:
*ORGANIZATIONAL socialization
*OCCUPATIONAL training
*SALES
*MARKETING
*EMPLOYEE selection
*EMPLOYEE recruitment
*ORGANIZATIONAL learning
ORGANIZATIONAL aims & objectives
HIGHER education
NAICS/Industry Codes:
624310 Vocational Rehabilitation Services
Abstract:
3. Summary: The fast track to employment and the primary road to hiring, learning or
traineeship (taken to mean a system of learning or traineeship that alternates periods of
theoretical training at the University with practical training in the company) is continuing to
grow. Despite its development and its implications for the company (pre-recruitment and
investment), few researchers are interested in the socialization of trainees and, in
particular, sales and marketing people. The objective of this exploratory study is to identify
the organizational practices of socialization put in place for the Customer Advisor trainee
employees in the banking/insurance sector, an atypical segment of sales and marketing
resources. The results of a qualitative study conducted on the basis of two data collections
(33 individual semi-directive interviews were carried out with different actors along with a
group interview of 13 professional tutors) reveal particularities related to the socialization
of commercial trainees such as the establishment of an organizational context conducive
to learning and the crucial role of the tutor. These results also show that the presence of
trainees develops role innovation in that which concerns both the trainees and the tutors.
[ABSTRACT FROM AUTHOR]
Copyright of European Management Journal is the property of Pergamon Press - An
Imprint of Elsevier Science and its content may not be copied or emailed to multiple sites
or posted to a listserv without the copyright holder's express written permission. However,
users may print, download, or email articles for individual use. This abstract may be
abridged. No warranty is given about the accuracy of the copy. Users should refer to the
original published version of the material for the full abstract. (Copyright applies to all
Abstracts.)
Author Affiliations:
1
Université Grenoble 2, CERAG, UMR 5820, France
2
IAE de Montpellier, Université Montpellier 2, MRM-CREGOR, France
3
UFR AES, Université Montpellier 1, MRM-ERFI, France
ISSN:
0263-2373
DOI:
10.1016/j.emj.2012.05.002
Accession Number:
85253421
Database:
Business Source Complete
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