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ERIC Number: EJ1434211
Record Type: Journal
Publication Date: 2024-Sep
Pages: 20
Abstractor: As Provided
ISBN: N/A
ISSN: ISSN-1360-3736
EISSN: EISSN-1468-2419
How Orientation Training Socializes Newcomers: The Mediating Role of Learning in Reducing Turnover and Boosting Performance among New Salespersons
Di Xie; Zhaobiao Zong
International Journal of Training and Development, v28 n3 p255-274 2024
Orientation training plays a crucial role in the process of newcomer socialization by equipping employees with the knowledge, abilities, and skills necessary for success in a new work setting. However, relatively few studies have investigated orientation training from a socialization perspective and addressed its underlying mechanisms. To address this issue, we developed a model to elucidate the socialization process of newly hired salespersons undergoing skill-based orientation training. The model includes training reactions, two learning outcomes (learning engagement and skill acquisition), as well as two distal socialization outcomes (retention status and annual sales performance). Using a one-year multiperiod design, we conducted a multilevel analysis on data of 1184 new salesperson records nested in 37 off-site classes, which was obtained from a US pharmaceutical company operating in China. The results revealed that newcomers' reactions to orientation training were positively associated with their learning engagement and skill acquisition, which in turn resulted in a higher newcomer retention ratio. Furthermore, skill acquisition was found to be a significant mediator between training reactions and newcomers' annual sales performance. By combining self-report, trainer-report and objective indicators, this study provides a new and compelling evidence on how orientation training accelerates newcomer socialization success.
Wiley. Available from: John Wiley & Sons, Inc. 111 River Street, Hoboken, NJ 07030. Tel: 800-835-6770; e-mail: cs-journals@wiley.com; Web site: https://bibliotheek.ehb.be:2191/en-us
Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: China
Grant or Contract Numbers: N/A