A test of a model of new salespeople's socialization and adjustment in a collectivist culture

Bulent Menguc, Sang Lin Han, Sei Auh

Research output: Contribution to journalArticle

12 Citations (Scopus)

Abstract

Drawing largely on organizational socialization theory and its derivations, such as uncertainty reduction and sense-making theory, the authors propose and test empirically a process model of newcomer salesperson socialization in the South Korean context. The results indicate that both organization-initiated and newcomers' proactive socialization tactics (i.e., seeking performance feedback and information seeking, building relationships and networks) significantly influence newcomers' perceived level of accommodation (i.e., role clarity and social integration) and thus their adjustment to the new work environment (i.e., level of organizational commitment, job performance, and job satisfaction). The authors discuss the theoretical and managerial implications and present future research directions.

Original languageEnglish (US)
Pages (from-to)149-167
Number of pages19
JournalJournal of Personal Selling and Sales Management
Volume27
Issue number2
DOIs
StatePublished - Mar 2007
Externally publishedYes

Fingerprint

Job satisfaction
socialization
socialization theory
Feedback
job performance
social integration
job satisfaction
work environment
tactics
accommodation
uncertainty
commitment
organization
present
performance
Uncertainty
Salespeople
Socialization
Newcomers

ASJC Scopus subject areas

  • Management of Technology and Innovation
  • Human Factors and Ergonomics

Cite this

A test of a model of new salespeople's socialization and adjustment in a collectivist culture. / Menguc, Bulent; Han, Sang Lin; Auh, Sei.

In: Journal of Personal Selling and Sales Management, Vol. 27, No. 2, 03.2007, p. 149-167.

Research output: Contribution to journalArticle

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