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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.
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    Cited by:

    1. Claro, Danny P. & Ramos, Carla & Gonzalez, Gabriel R. & Palmatier, Robert W., 2020. "Dynamic effects of newcomer salespersons' peer relational exchanges and structures on performance," International Journal of Research in Marketing, Elsevier, vol. 37(1), pages 74-92.
    2. Imran Ahmed Shah & Tamas Csordas & Umair Akram & Amit Yadav & Hassan Rasool, 2020. "Multifaceted Role of Job Embeddedness Within Organizations: Development of Sustainable Approach to Reducing Turnover Intention," SAGE Open, , vol. 10(2), pages 21582440209, June.
    3. 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.
    4. Riley Dugan & Maria Rouziou & Bryan Hochstein, 2019. "“It is better to be loved than feared: Machiavellianism and the dark side of internal networking”," Marketing Letters, Springer, vol. 30(3), pages 261-274, December.

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