The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
James S. Boles, Professor (Creator)
The University of North Carolina at Greensboro (UNCG )
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Abstract: This study uses an adaptation of the Dubinsky et al. (1986) socialization framework to test the impact of realistic job previews and perceptions of training on sales force performance and continuance commitment. Seven hundred sixty-two insurance salespeople in 54 companies were surveyed four times over a two-year period. The findings indicate that the socialization of new recruits should be focused on two parallel tracks: factors that primarily influence performance and those that primarily influence turnover.

Additional Information

Journal of Personal Selling and Sales Management, 23 (no. 2, Spring 2003), pp. 125-138
Language: English
Date: 2003
job previews, socialization framework, sales force performance, training

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