The web as an information source for sales recruits: Its effectiveness in aiding anticipatory socialization of salespeople

Do firms' web pages contain information that will aid in the proper anticipatory socialization of sales recruits? While most Fortune 100 firms' web pages included general information (e.g., financials, news, product information), few listed industry information or provided an easy contact method for more information. Almost none included video or audio components, sales-specific pieces of information, or candid information about the selling job or the firm. Results of a convenience sample of potential recruits stress the importance of firms conducting primary marketing research in order to discover exactly what their recruits desire in a web page.