Aggressive Sales Tactics to Keep a Job: Bullying of Sales Associates by Sales Managers

Abstract: 

This article focuses on the endemic organizational issue of workplace bullying and the disparagement of sales representatives in organizations without focused anti-bullying policies.  Focused on the bullying experiences of sales representatives by sales management, this paper explores diminished knowledge management, differing definitions of key performance indicators versus individual goals, and the use of bullying management tactics in sales environments despite the deleterious psychological, physiological, and potential negative organizational impact of workplace bullying.  This article summarizes potential actions steps for organizations to take in order to diminish, and mitigate the negative effects of workplace bullying.

This publication has been peer reviewed.
Publication Type: 
Book Chapter
Authors: 
Scott A. McCalla
Year of Publication: 
2017
Journal, Book, Magazine or Other Publication Title: 
Bully Beyond the Tower: A Collection of Peer Reviewed Essays on Workplace Bullying
Section: 
Chapter 8
Pages: 
169-184
Publication Language: 
English
ISBN Number: 
978-1497511132
Editors: 
Leah P. Hollis Ed.D.
Eric A. Turner Ed.D.
Boyer's Domain: 

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