The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test

Abstract

This study uses a an adaptation of the Dubinsky et al. (1986) socialization framework to test the impact of realistic job previews and perceptions of training on sales force performance and continuance commitment. Seven hundred sixty-two insurance salespeople in 54 companies were surveyed four times over a two-year period. The findings indicate that the socialization of new recruits should be focused on two parallel tracks: factors that primarily influence performance and those that primarily influence turnover.