Sales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires |
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| Authors: | Jacqueline C. Landau James D. Werbel |
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| Affiliation: | 1. Jacqueline C. Landau, Associate Professor of Management at Suffolk University, received her Ph.D.in Organizational Behavior in 1983 from the New York State School of Industrial and Labor Relations, Cornell University. Her current research focuses on absenteeism and turnover, organizational socialization, and career development. Her publications have appeared in the Journal of Applied Psychology, Academy of Management Journal, Journal of Organizational Behavior, and Sex Roles.;2. James D. Werbel is Associate Professor and Chair of the Department of Management, Marketing, and Transportation and Logistics at Iowa State University. He received his Ph.D. in Organizational Behavior from Northwestern University. His current research interests focus on job entry issues and the interface between work and family roles. His publications have appeared in Administrative Science Quarterly, Journal of Applied Psychology, Journal of Vocational Behavior, and Personnel Psychology. |
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| Abstract: | This study investigated the relationship of information-seeking from managers and coworkers, number of prospecting methods used, and number of joint sales calls the new hire went on with managers and coworkers to sales productivity during the first six months of employment. This study also investigated whether age was directly related to sales productivity, indirectly related through its influence on the other independent variables, or moderated the relationship between the independent variables and sales productivity. Results showed that age and going on joint sales calls with managers and coworkers were positively related to sales productivity. Age also served as a moderator. Older new hires who used a variety of prospecting techniques, and younger new hires who asked their peers for information about job and organizational procedures were better performers. The implications of these results for organizations are discussed. |
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