Sales productivity of insurance agents during the first six months of employment: differences between older and younger new hires
Article Abstract:
This study investigated the relationship of information-seeking from managers and coworkers, number of prospecting methods used, and number of joint sales calls the new hire went on with managers and coworkers to sales productivity during the first six months of employment. This study also investigated whether age was directly related to sales productivity, indirectly related through its influence on the other independent variables, or moderated the relationship between the independent variables and sales productivity. Results showed that age and going on joint sales calls with managers and coworkers were positively related to sales productivity. Age also served as a moderator. Older new hires who used a variety of prospecting techniques, and younger new hires who asked their peers for information about job and organizational procedures were better performers. The implications of these results for organizations are discussed. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1995
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Disconfirmation of expectations: A method for enhancing the effectiveness of customer communications
Article Abstract:
An attribution theory perspective was applied in an experiment designed to explore the process of message acceptance on the part of prospective sales clients. Two-sided messages, incorporating unexpected negative information, were presented in contrast to more traditional one-sided appeals. Results indicate that the former approach stimulated a condition of expectancy disconfirmation leading to greater and more accurate recall of the sales presentation along with a more favorable product attitude when the presentation contained objective product information as opposed to intangible claims. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1987
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The relationship of pre-entry variables to early employment organizational commitment
Article Abstract:
This pre and post-job entry study of new insurance agents investigated the predictors of job entry and post-entry organizational commitment. Results showed perceived person-job fit and internal locus of control were the best predictors of pre-entry commitment. Realistic positive expectations predicted post-entry organizational commitment, controlling for pre-entry organizational commitment. The results suggest that job research practices have a significant impact on early employment organizational attachments. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1996
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