Culture in Sales: The Power of Unwritten Laws

  • Christian HomburgEmail author
  • Heiko Schäfer
  • Janna Schneider
Part of the Management for Professionals book series (MANAGPROF)


It is well-understood today that corporate culture has a stronger influence on employee thinking than many “harder” factors such as organizational structures and management systems. This chapter considers the nature of organizational culture and how it can influence the sales organization. Using a checklist provided, managers can develop a multidimensional “culture score” for their organization. This model highlights the cultural strengths and weaknesses for a sales organization and provides a clear roadmap for improvement when combined with other steps outlined in the chapter.


Cultural Change Functional Area Customer Orientation Corporate Culture Sales Representative 
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Copyright information

© Springer-Verlag Berlin Heidelberg 2012

Authors and Affiliations

  • Christian Homburg
    • 1
    Email author
  • Heiko Schäfer
    • 2
  • Janna Schneider
    • 3
  1. 1.Lehrstuhl für ABWL und Marketing IUniversität MannheimMannheimGermany
  2. 2.MünchenGermany
  3. 3.GanderkeseeGermany

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