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


  • Cheng, Chia-Yi


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

    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. Ostgaard, Tone A. & Birley, Sue, 1996. "New venture growth and personal networks," Journal of Business Research, Elsevier, vol. 36(1), pages 37-50, May.
    6. Koenker, Roger W & Bassett, Gilbert, Jr, 1978. "Regression Quantiles," Econometrica, Econometric Society, vol. 46(1), pages 33-50, January.
    7. Koenker, Roger & Bassett, Gilbert, Jr, 1982. "Robust Tests for Heteroscedasticity Based on Regression Quantiles," Econometrica, Econometric Society, vol. 50(1), pages 43-61, 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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