December 6, 2025Marketing Management JournalOpen Access

Get in Where You Fit In: How Realistic Job Previews Impact Salesperson Congruence and Satisfaction

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Analysis reveals how job previews improve job expectations in salespeople, suggesting enhanced satisfaction and reduced role conflict.

Increased salesperson satisfaction correlates with improved job expectations and reduced role conflict.
Salespeople experience enhanced congruence with job values when realistic job previews are provided.
Observational analysis of the impact of realistic job previews on salesperson outcomes in the sales industry shows significant results.
Findings suggest that better alignment between expectations and reality may lower role conflict for new sales recruits.

Darrat et al. (2021) studied this question.

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