When values align: overall and value-specific person–organization fit in salesperson outcomes

Person – organization (P – O) fit theory suggests that alignment between employee and organizational values affects outcomes such as retention and performance. This study examines how overall and value-specific cultural fit predict turnover and performance in business-to-business sales. Survey data from 115 sales professionals and managers, combined with six-month follow-up data on turnover and revenue, were analyzed using a compositional approach based on the Big Nine Cultural Values framework. Overall fit predicted lower turnover, while alignment on integrity offered additional insight into value-based differences. Findings extend P – O fit theory by showing how cultural alignment influences retention in sales.