What question did this study set out to answer?

To test an organizational assimilation model examining how socialization factors influence salesperson outcomes.

October 1, 1986Journal of Marketing

Salesforce Socialization

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To test an organizational assimilation model examining how socialization factors influence salesperson outcomes.
Tested a conceptual model of salesforce assimilation and socialization.
Evaluated the impact of realism and organizational congruence on subsequent job-related outcomes.
Realism during the onboarding phase serves as a vital antecedent to positive job-related outcomes.
Person-organization congruence significantly enhances post-entry assimilation success and overall job outcomes.

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Implication

Empirical study reveals realism and congruence drive positive job outcomes in salespeople, highlighting the value of structured organizational assimilation.

Cite This Study

Dubinsky et al. (1986) studied this question.

synapsesocial.com/papers/6a88164d2d13770579f4d5bc https://doi.org/10.1177/002224298605000405

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Implication

Empirical study reveals realism and congruence drive positive job outcomes in salespeople, highlighting the value of structured organizational assimilation.

Salesforce Socialization

Key Points

Discussion

Implication

Cite This Study

Salesforce Socialization

Key Points

Discussion

Implication

Cite This Study

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