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A longitudinal study of newcomer job embeddedness and sales outcomes for life insurance salespersons

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  • Cheng, Chia-Yi

Abstract

From the perspective of job embeddedness theory, this study explores the influence of sales training and job embeddedness on the sales performance and turnover behavior of newcomer employees.

Suggested Citation

  • Cheng, Chia-Yi, 2014. "A longitudinal study of newcomer job embeddedness and sales outcomes for life insurance salespersons," Journal of Business Research, Elsevier, vol. 67(7), pages 1430-1438.
  • Handle: RePEc:eee:jbrese:v:67:y:2014:i:7:p:1430-1438
    DOI: 10.1016/j.jbusres.2013.07.024
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    References listed on IDEAS

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    1. Ostgaard, Tone A. & Birley, Sue, 1996. "New venture growth and personal networks," Journal of Business Research, Elsevier, vol. 36(1), pages 37-50, May.
    2. Koenker, Roger W & Bassett, Gilbert, Jr, 1978. "Regression Quantiles," Econometrica, Econometric Society, vol. 46(1), pages 33-50, January.
    3. Kevin F. Hallock & Regina Madalozzo & Clayton G. Reck, 2010. "CEO Pay-For-Performance Heterogeneity Using Quantile Regression," The Financial Review, Eastern Finance Association, vol. 45(1), pages 1-19, February.
    4. Koenker, Roger & Bassett, Gilbert, Jr, 1982. "Robust Tests for Heteroscedasticity Based on Regression Quantiles," Econometrica, Econometric Society, vol. 50(1), pages 43-61, January.
    5. Martins, Pedro S. & Pereira, Pedro T., 2004. "Does education reduce wage inequality? Quantile regression evidence from 16 countries," Labour Economics, Elsevier, vol. 11(3), pages 355-371, June.
    6. Moshe Buchinsky, 1998. "Recent Advances in Quantile Regression Models: A Practical Guideline for Empirical Research," Journal of Human Resources, University of Wisconsin Press, vol. 33(1), pages 88-126.
    7. Adams, Renée & Almeida, Heitor & Ferreira, Daniel, 2009. "Understanding the relationship between founder-CEOs and firm performance," Journal of Empirical Finance, Elsevier, vol. 16(1), pages 136-150, January.
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    Cited by:

    1. Skiba, Jenifer & Saini, Amit & Friend, Scott B., 2016. "The effect of managerial cost prioritization on sales force turnover," Journal of Business Research, Elsevier, vol. 69(12), pages 5917-5924.

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