Identification of organizational socialization tactics: the case of sales and marketing trainees in higher education

Nathalie Commeiras, Anne Loubès () and Isabelle Bories-Azeau ()
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Nathalie Commeiras: CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique
Anne Loubès: MRM - Montpellier Research in Management - UM1 - Université Montpellier 1 - UPVM - Université Paul-Valéry - Montpellier 3 - UM2 - Université Montpellier 2 - Sciences et Techniques - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School
Isabelle Bories-Azeau: MRM - Montpellier Research in Management - UM1 - Université Montpellier 1 - UPVM - Université Paul-Valéry - Montpellier 3 - UM2 - Université Montpellier 2 - Sciences et Techniques - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School

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Abstract: Given the increasing share of trainees including sales and marketing trainees in French companies, the objective of this study is to identify the conditions for successful organizational socialization tactics, this atypical segment of sales and marketing resources. To address this problem, a qualitative study was conducted based on two data collections: 33 semi-directional individual interviews were conducted with various actors (trainees, professional tutors, CFA – Centre de Formation-en-Apprentissage [Practical Training Center] - and education officials) and a group interview was carried out with 13 professional tutors - sales and marketing managers. The results highlight the crucial role of the tutor and the setting up of an environment conducive to training. They also reveal a twofold training favorable to the organization through the innovation of roles.

Date: 2013
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Published in European Management Journal, 2013, 31 (2), pp.164-178. ⟨10.1016/j.emj.2012.05.002⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02118157

DOI: 10.1016/j.emj.2012.05.002

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