TITLE

A TEST OF A MODEL OF NEW SALESPEOPLE'S SOCIALIZATION AND ADJUSTMENT IN A COLLECTIVIST CULTURE

AUTHOR(S)
Menguc, Bulent; Sang-Lin Han; Seigyoung Auh
PUB. DATE
March 2007
SOURCE
Journal of Personal Selling & Sales Management;Spring2007, Vol. 27 Issue 2, p149
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Drawing largely on organizational socialization theory and its derivations, such as uncertainty reduction and sense-making theory, the authors propose and test empirically a process model of newcomer salesperson socialization in the South Korean context. The results indicate that both organization-initiated and newcomers' proactive socialization tactics (i.e., seeking performance feedback and information seeking, building relationships and networks) significantly influence newcomers' perceived level of accommodation (i.e., role clarity and social integration) and thus their adjustment to the new work environment (i.e., level of organizational commitment, job performance, and job satisfaction). The authors discuss the theoretical and managerial implications and present future research directions.
ACCESSION #
24836038

 

Related Articles

  • When your co-worker is beyond redemption. Kennedy // San Diego Business Journal;08/23/99, Vol. 20 Issue 34, p53 

    Gives advice on how to deal with obnoxious co-workers. Importance of controlling negative reactions; Advantages of using communication techniques that advance your cause.

  • Surviving a cranky workplace. Korte, Mills // Fairfield County Business Journal;04/24/2000, Vol. 39 Issue 17, p4 

    Focuses on United States employees' negative attitudes such as moodiness and crankiness. Effects of a combination of workplace stress and lack of sleep; Factors contributing to workplace incivility; Commonly cited complaints encountered in the workplace; Employees' reaction to episodes where...

  • Guerrillas in your midst. Thiederman, Sondra // Workforce Management;Jan2004, Vol. 83 Issue 1, p18 

    Focuses on the interference of bias on the effectiveness of employees. Information on why guerilla bias is a dangerous prejudice; Implications of guerrilla bias for employees; Manifestations of bias in the workplace.

  • Phrase Your Requests Positively And Politely.  // TeamWork;Dec2009, Vol. 16 Issue 11, p5 

    The article focuses on the effect of turning negative comments into positive and polite action in interpersonal relationship and communication within the workplace. It notes that communication within the team is easier when a leader approach every situation with a positive attitude and polite...

  • Think twice about how you ask questions.  // Administrative Professional Today;Sep2009, Vol. 35 Issue 9, p5 

    The article provides appropriate tips on asking questions to co-employees. Create clarity without putting the other person on the defense, such as asking whether he or she can explain more about what he or she is thinking. Allow to build relationships by asking how is the project is going....

  • THE POSITIVES AND NEGATIVES OF JEALOUSY. Feuer, Michael // Smart Business Akron/Canton;Feb2012, Vol. 21 Issue 9, p46 

    The article discusses the advantages and disadvantages of jealousy in the workplace. It states that jealousy when placed in a proper place encourages others to work better and efficiently. A manager must reportedly recognize jealousy when it is becoming destructive to the workplace and the...

  • HOW TO… handle criticism. Beagrie, Scott; McAvoy, Justin // Occupational Health;May2007, Vol. 59 Issue 5, p24 

    This article presents pieces of advice on how to handle criticism at work. Most of us are likely to find ourselves on the receiving end of criticism at some point at work. In such instances, it is vital to know how to handle it and use it to positive effect. It can demoralize you or impact your...

  • Leader-Member Exchange and Employees' Communicative Responses of Exit, Voice, Loyalty, and Neglect to the Dissatisfying Situations of Organizational Injustice. Varon, Amy; Lee, Jaesub // Conference Papers -- National Communication Association;2008, p1 

    This study examined the extent to which the quality of leader-member exchange (LMX) impacts employees' responses to the dissatisfying situation of organizational injustice in the workplace. Findings suggested that, when faced with a dissatisfying situation, individuals in high-quality LMXs with...

  • The Impact of Civility Interventions on Employee Social Behavior, Distress, and Attitudes. Leiter, Michael P.; Laschinger, Heather K. Spence; Day, Arla; Oore, Debra Gum // Journal of Applied Psychology;Nov2011, Vol. 96 Issue 6, p1258 

    Although incivility has been identified as an important issue in workplaces, little research has focused on reducing incivility and improving employee outcomes. Health care workers (N = 1,173, Time 1; N = 907, Time 2) working in 41 units completed a survey of social relationships, burnout,...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics