ORGANIZATIONAL CYNICISM: A QUALITATIVE RESEARCH ON SALESPERSON

The purpose of this study is to investigate the causes of organizational cynicism perceived by the sales personnel towards the organization and department according to the three dimensions of organizational cynicism; emotional, cognitive, and behavioral components. The in-depth interview technique is used the data collection method of this research. Erdost,Karacao？lu and Reyhano？lu (2007), Brandes (1997), Brandes,Dharwadkar and Dean (1999),utilized the organizational cynicism studies, and they are used in the preparation of semi-open-ended interview questions. In this context, in several sectors such as health, fast-moving consumer goods, and food that salesperson who work with the customers individually constitute the research sample of the study. The data obtained from the depth interviews were analyzed using “content analysis” as a sub-branch of Qualitative Data Analysis through Nvivo 11 Plus Qualitative Data Analysis Software (Miles and Huberman, 1994) According to the research results, the new categories are added such as, justice perception, communication within the organization, career expectation, manager pressure, personality characteristics, and corporate culture. It was determined that these categories constitute new dimensions of organizational cynicis