The impact of salesperson socialization on organizational commitment, satisfaction, and performance in a professional service organization

In spite of the relative importance of the salesperson to the overall success of the professional service organization, relatively few studies have been conducted that focus on the socialization process in such organizations. A study is presented with 2 major objectives. The first objective is to assess the role (relationship) sales force socialization plays in the salesperson's perception of certain outcomes in a professional service organization, including job satisfaction, organization commitment, and performance. The 2nd objective is to assess the differences between sales manager and salesperson perceptions of the socialization experiences in a professional services organization and how these gaps moderate the socialization process to further impact satisfaction, organizational commitment, and performance.