While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …

Organizational socialization, or onboarding, is a process through which new employees
move from being organizational outsiders to becoming organizational insiders. Onboarding …

Purpose The purpose of the current meta-analysis was to test the hypothesis that situational
strength attenuates the positive relationship between job satisfaction and job performance …

Organizational researchers and practitioners have shown increasing interest in how
newcomer proactivity contributes to socialization. This meta‐analysis synthesizes the …

After decades of research on organizational socialization, much is now known about the
important process of adjustment into a new organization and new organizational role. This …

The effective training of salespeople is crucial to a firm's success; there is arguably no more
critical type of training than a salesperson's onboarding. In this study, the authors leverage a …

Intercultural service encounters, in which customers and service employees from different
cultures interact, are becoming more common in the market. Despite the importance of such …

Given the rapid expansion of the geographic territory that today's firms compete in, firms
without a strong understanding of the markets/countries where they conduct business will …

In this study, we examined the intraindividual change trends in newcomers' usage of seven
proactive socialization tactics and their covariations in the first 4 months after their job entry …

The purpose of this study is to examine the impact of proactive socialization tactics applied
by newcomers and social integration on organizational commitment, additionally, to analyze …