La force de vente est un système humain, et de relations humaines complexes qui se distingue par une activité de gestion spécifique fondée sur le contrôle et la supervision directe des vendeurs dans leurs activités quotidiennes. Pour décrypter ces relations entre les acteurs, nous avons mobilisé le concept de socialisation organisationnelle, à la fois parce qu’il propose une lecture nouvelle de la réalité managériale, mais aussi parce qu’il constitue un modèle d’influence à même de réguler les comportements organisationnels des acteurs. Cette thèse a pour objectif d’éclairer le management des vendeurs indépendants en situation d’intégration, et d’expliquer pourquoi le turnover de ces vendeurs est aussi élevé au cours de cette phase cruciale du processus de socialisation. L’exploitation du potentiel théorique du concept de socialisation pose néanmoins la question de la pertinence d’une telle étude, étant donné que les vendeurs indépendants peuvent se soustraire à toute forme de socialisation, parce qu’ils n’appartiennent pas juridiquement à l’entreprise. Pour cela, nous menons une première étude qui permet de mettre en évidence le caractère aléatoire et naturel de la socialisation dans ces organisations, à travers les interactions. Nous proposons donc de conceptualiser la socialisation du vendeur indépendant, et la considérons comme un processus de construction de la relation managériale. Le modèle d’analyse que nous développons articule le cadre d’analyse interactionniste de la socialisation à travers le processus de construction de sens, la théorie de la régulation sociale, et la théorie du contrat psychologique. Il est testé sur le terrain, à travers une étude qualitative, mobilisant la méthode des cartes cognitives. En s’appuyant sur les représentations mentales des principaux acteurs de la socialisation du vendeur indépendant, nous souhaitons produire des connaissances qui tiennent compte des réalités et des contextes dans lesquels ces forces de vente exercent. Les résultats de notre recherche mettent en évidence la complexité des schèmes étudiés. Ceux-ci révèlent la difficulté à faire converger les intérêts des acteurs dans leur collaboration. Ils révèlent aussi l’existence d’une socialisation partielle due, en partie, au fait que les entreprises évoluent difficilement dans leurs pratiques de gestion ; les connaissances acquises par les nouveaux vendeurs portent essentiellement sur les aspects commerciaux du travail ; les relations entre membres de la force de vente ne sont pas prises en compte dans le processus de socialisation. Finalement, les vendeurs partent parce que les composantes de leurs relations avec l’entreprise ne correspondent pas à leur système de valeurs. Dans ce cas, nous proposons de gérer et de formaliser la socialisation du vendeur indépendant, en prônant un management et un leadership partagé qui permettrait de prendre en compte les intérêts des différents acteurs. / Sales force is a human and complex human relations system that is characterized by a specific management activity based on the control and the direct supervision of the sales agents in their daily activities. In order to decrypt these relations between the actors, we have mobilized the concept of organizational socialization, both because it proposes a further reading of the managerial reality, but also because it constitutes a model of influence able to regulate the organizational behaviors of the actors. This thesis aims at enlightening the management of the independent sales agents into labor integration process, and explaining why the turnover of the sales agents is so high during that critical stage of socialization process. The exploiting of the theoretical potential of the concept of socialization nevertheless arises the issue of the relevance of such a study, given the independent sales agents can avoid any kind of socialization, because legally they don’t belong to the company. For that we make a first survey that enables us to point out the random and natural character of the socialization in these organizations through interactions. We propose thus to conceptualize the socialization of the independent salesman, and we consider it as a construction process of the management relation. The analysis model that we develop uses the interactionnist analysis framework of the socialization through the process of building a sense, the theory of the social regulation, and the theory of psychological contract. It has been field-tested through a qualitative research study, mobilizing the method of cognitive cards. On the basis of the mental representations of the main actors of the independent sales agents ‘socialization, we wish to produce skills that take into account realities and the environments in which these sales teams work. The results of our research show clearly the complexity of the schemes studied. These reveal the difficulty of converging the actors ‘interests in their collaboration. They reveal also the existence of a partial socialization due, partly, to the fact that the companies poorly evolve in their management practices. The skills acquired by the new sales agents are based essentially on the commercial aspects of work. The relations between the sales workforces are not taken into account in the socialization process. Finally, the sales agents leave work because the components of their relations with the company do not match with their value system. In that case, we propose to manage and formalize the socialization of the independent sales agent, recommending shared management and leadership that would permit to take into account the interests of the different actors.

Cette thèse est le résultat d'une étude comparative qui a cherché à comprendre les aspects de la tension entre les mépris et les actes de reconnaissance, expérimenté dans la socialisation secondaire par les sujets qui sont membres de la police militaire des États brésiliens du Rio Grande Sul, du Rio de Janeiro et du Mato Grosso, dans les dimensions de la famille, du droit et d’État. La méthode est dialectique avec une approche qualitative et inclus des entrevues, groupes de discussion et l'observation systématique, étant employé au logiciel Nvivo pour la compréhension des données recueillie. Les recherches de Dominique Monjardet sur la socialisation policier a servi à orientation de cette thèse qui était en corrélation avec la “théorie de l’homme pluriel” de Bernard Lahire. La fin a été proposée la reconsidération de la “théorie de la police” de Fabien Jobard. / Esta tese é resultado de um estudo comparado que buscou compreender os aspectos da tensão entre os atos de desrespeitos e os atos de reconhecimentos, vivenciados em socialização secundária pelos sujeitos integrantes das organizações policiais militares dos Estados brasileiros do Rio Grande do Sul, do Rio de Janeiro e do Mato Grosso, nas dimensões familiar, jurídica e estatal. O método é dialético com abordagem qualitativa e contou com entrevistas em profundidade, grupos focais e observação sistemática, sendo empregado o programa NVivo para compreensão dos dados coletados. Os estudos de Dominique Monjardet sobre a socialização policial serviu de orientação para condução da pesquisa que foi correlacionada nos aspectos teóricos com a “Teoria do Homem Plural” de Bernard Lahire. Ao final foi proposta a reconsideração da “Teoria dos Ilegalismos Policiais” de Fabien Jobard. / This thesis is the result of a comparative study that sought to understand aspects of the tension between the acts of disrespect and acts of recognition, experienced in secondary socialization by the members of the military police of the Brazilian’s states of Rio Grande do Sul, Rio de Janeiro and Mato Grosso, in the family, State and legal dimensions. The method is dialectical with qualitative approach and included interviews, focus groups and systematic observation, being employed NVivo program to understand the data collected. The studies by Dominique Monjardet about the police socialization served to guide the conduct of research that has been correlated with the theoretical aspects of the "Theory of Plural Man" by Bernard Lahire. Then it was proposed the reconsideration of the "Theory of policing" by Fabien Jobard.

Cette thèse est le résultat d'une étude comparative qui a cherché à comprendre les aspects de la tension entre les mépris et les actes de reconnaissance, expérimenté dans la socialisation secondaire par les sujets qui sont membres de la police militaire des États brésiliens du Rio Grande Sul, du Rio de Janeiro et du Mato Grosso, dans les dimensions de la famille, du droit et d’État. La méthode est dialectique avec une approche qualitative et inclus des entrevues, groupes de discussion et l'observation systématique, étant employé au logiciel Nvivo pour la compréhension des données recueillie. Les recherches de Dominique Monjardet sur la socialisation policier a servi à orientation de cette thèse qui était en corrélation avec la “théorie de l’homme pluriel” de Bernard Lahire. La fin a été proposée la reconsidération de la “théorie de la police” de Fabien Jobard. / Esta tese é resultado de um estudo comparado que buscou compreender os aspectos da tensão entre os atos de desrespeitos e os atos de reconhecimentos, vivenciados em socialização secundária pelos sujeitos integrantes das organizações policiais militares dos Estados brasileiros do Rio Grande do Sul, do Rio de Janeiro e do Mato Grosso, nas dimensões familiar, jurídica e estatal. O método é dialético com abordagem qualitativa e contou com entrevistas em profundidade, grupos focais e observação sistemática, sendo empregado o programa NVivo para compreensão dos dados coletados. Os estudos de Dominique Monjardet sobre a socialização policial serviu de orientação para condução da pesquisa que foi correlacionada nos aspectos teóricos com a “Teoria do Homem Plural” de Bernard Lahire. Ao final foi proposta a reconsideração da “Teoria dos Ilegalismos Policiais” de Fabien Jobard. / This thesis is the result of a comparative study that sought to understand aspects of the tension between the acts of disrespect and acts of recognition, experienced in secondary socialization by the members of the military police of the Brazilian’s states of Rio Grande do Sul, Rio de Janeiro and Mato Grosso, in the family, State and legal dimensions. The method is dialectical with qualitative approach and included interviews, focus groups and systematic observation, being employed NVivo program to understand the data collected. The studies by Dominique Monjardet about the police socialization served to guide the conduct of research that has been correlated with the theoretical aspects of the "Theory of Plural Man" by Bernard Lahire. Then it was proposed the reconsideration of the "Theory of policing" by Fabien Jobard.

Cette thèse est le résultat d'une étude comparative qui a cherché à comprendre les aspects de la tension entre les mépris et les actes de reconnaissance, expérimenté dans la socialisation secondaire par les sujets qui sont membres de la police militaire des États brésiliens du Rio Grande Sul, du Rio de Janeiro et du Mato Grosso, dans les dimensions de la famille, du droit et d’État. La méthode est dialectique avec une approche qualitative et inclus des entrevues, groupes de discussion et l'observation systématique, étant employé au logiciel Nvivo pour la compréhension des données recueillie. Les recherches de Dominique Monjardet sur la socialisation policier a servi à orientation de cette thèse qui était en corrélation avec la “théorie de l’homme pluriel” de Bernard Lahire. La fin a été proposée la reconsidération de la “théorie de la police” de Fabien Jobard. / Esta tese é resultado de um estudo comparado que buscou compreender os aspectos da tensão entre os atos de desrespeitos e os atos de reconhecimentos, vivenciados em socialização secundária pelos sujeitos integrantes das organizações policiais militares dos Estados brasileiros do Rio Grande do Sul, do Rio de Janeiro e do Mato Grosso, nas dimensões familiar, jurídica e estatal. O método é dialético com abordagem qualitativa e contou com entrevistas em profundidade, grupos focais e observação sistemática, sendo empregado o programa NVivo para compreensão dos dados coletados. Os estudos de Dominique Monjardet sobre a socialização policial serviu de orientação para condução da pesquisa que foi correlacionada nos aspectos teóricos com a “Teoria do Homem Plural” de Bernard Lahire. Ao final foi proposta a reconsideração da “Teoria dos Ilegalismos Policiais” de Fabien Jobard. / This thesis is the result of a comparative study that sought to understand aspects of the tension between the acts of disrespect and acts of recognition, experienced in secondary socialization by the members of the military police of the Brazilian’s states of Rio Grande do Sul, Rio de Janeiro and Mato Grosso, in the family, State and legal dimensions. The method is dialectical with qualitative approach and included interviews, focus groups and systematic observation, being employed NVivo program to understand the data collected. The studies by Dominique Monjardet about the police socialization served to guide the conduct of research that has been correlated with the theoretical aspects of the "Theory of Plural Man" by Bernard Lahire. Then it was proposed the reconsideration of the "Theory of policing" by Fabien Jobard.

The purpose of the study was to investigate the conditions of new employees during a digital onboarding process and the effects the digital format have on the results of the onboarding process. We performed a qualitative case study with semi-structured interviews. The study was conducted in an IT department in the public sector that worked consciously with a formal onboarding structure and whose work was mainly carried out remotely during COVID-19. We found that the organization succeeds well in communicating resources and information about the organization digitally and that the biggest challenges lay in communicating organizational culture, social connections and informal knowledge in distributed work. When new employees find it difficult to create interpersonal connectivity, they lose informal knowledge and social support that had been available for on-site work, which also leads to difficulties in understanding the organizational culture. Based on our results, we recommend increased work with social meeting points to enable interpersonal connectivity and informal information exchange, compilation of common systems, programs and abbreviations for new employees to more quickly understand the organization's language, increased work with pre-onboarding to use the important first time to strengthen employee experience and more opportunities for concrete practice together with, for example, a mentor or colleagues to more quickly acquire knowledge and get a clearer picture of what is expected in the new work role and informal knowledge in distributed work.

Vid varje nyanställning sker en introduktion för nyanställda, en så kallad onboarding. Onboardingprocessen är en viktig process som, om den genomförs korrekt, kan generera att nyanställda lättare förstår sin roll, får ökad motivation till dagligt arbete och känner en högre lojalitet till sina medarbetare. En effektiv onboardingprocess kan leda till en rad olika fördelar, bland annat ökad lönsamhet för företag. På grund av covid-19 har dessa processer behövts genomföras digitalt på distans. Denna studie undersöker fenomenet onboardingprocess och jämför den digitala onboardingprocessen med den fysiska onboardingprocessen. Syftet är att ta reda på vilka skillnader det finns i de två olika processerna och bidra med förståelse för vilka verktyg och kommunikationskanaler som med fördel kan användas. För att undersöka detta genomfördes sju semi-strukturerade intervjuer och en webbenkät. För att undersöka hur processen ser ut och struktureras upp genomfördes intervjuer med de som genomför onboardingen. För att vidare mäta uppfattningar från de som genomgår onboarding delades en webb-enkät. Insamlad data analyserades sedan med hjälp av en tematisk analys för den data som var kvalitativ och sambandsanalys för den data som var kvantitativ.  Resultatet visade att strukturen i de olika onboardingprocesserna inte skiljde sig mycket. Däremot upptäcktes det att flera delar, såsom organisationssocialisering, var svårare att uppnå i den digitala onboardingprocessen. Det visade sig även att både för digitala onboardingprocesser samt för fysiska onboardingprocesser är handledning i form av bland annat mentorskap ett önskvärt och positivt verktyg för nyanställda. Dessa delar resoneras kring i diskussionen där både fördelar och nackdelar tas upp om samma teman. Detta gav slutsatsen om att de största bristerna vid den digitala onboardingprocessen på distans låg vid bristande verktyg som inte lyckas generera tillräckligt bra socialisering och tillhörighet för nyanställda.  Med hjälp av teori och empiri ges förslag på hur företag kan tänka för att kunna förbättra deras onboardingprocesser. Det finns dock fler utvecklingsmöjligheter som tas upp i förslag till vidare forskning, där denna uppsats kan ligga som grund för undersökningsämnen. / At each new employment, there is an introduction for new employees, a so-called onboarding. The onboarding process is an important process which, if carried out correctly, can generate that new employees more easily understand their role, gain increased motivation for daily work and feel a higher loyalty to their employees. An efficient onboarding process can lead to a number of different benefits, including increased profitability for companies. Due to covid-19, these processes have had to be carried out digitally remotely. This study examines the phenomenon of the onboarding process and compares the digital onboarding process with the physical onboarding process. The purpose was to discover what differences there are in the two processes and contribute with an understanding of which tools and communication channels can be used to its advantage. To examine this, seven semi-structured interviews and an online survey were conducted. To investigate how the process is structured, interviews were conducted with those who carry out the onboarding. To further measure perceptions from those who undergo onboarding, a web survey was shared. Collected data were further analyzed using a thematic analysis and a correlation analysis.  The results showed that the structure of the different onboarding processes did not differ much. However, it was discovered that several elements, such as organizational socialization, were more difficult to achieve in the digital onboarding process. It also turned out that supervision in the form of mentorship is a desirable and positive tool for new employees, both for digital onboarding processes and for physical onboarding processes. These parts are discussed in the discussion where both advantages and disadvantages are addressed on the same themes. The conclusion of the study was that the biggest shortcomings of the digital onboarding process were the lack of tools that do not succeed in generating good enough socialization and a sense of belonging for new employees. With the help of theory and empirical data, suggestions are given on how companies can think in order to improve their onboarding processes. However, there are more development opportunities that are addressed in proposals for further research, where this thesis can be the basis for research topics.

La socialisation organisationnelle est un long processus à travers lequel les nouveaux venus apprennent tout ce qui concerne la nouvelle organisation dont ils deviendront membres. Les thèmes abordés concernaient : le nouveau travail, l’expérience de la socialisation et les éléments de motivation. Cette étude introduit la satisfaction du besoin psychologique comme résultat proximal de la socialisation organisationnelle, comme suggéré dans l’étude 1. Le soutien social organisationnel, c’est-à-dire le rôle des agents de socialisation, a été ajouté aux tactiques organisationnelles de socialisation comme variable indépendante. Afin de renforcer les résultats et pour prendre en compte les effets externes, deux variables modératrices (le capital psychologique et la proactivité du nouveau venu) ont été introduites. Une relation positive a été trouvée entre les tactiques organisationnelles de socialisation et la satisfaction des besoins psychologiques, ce qui fait de cette dernière un résultat proximal de la socialisation. La performance au travail et l’implication affective sont positivement influencées par les tactiques organisationnelles de socialisation et le soutien social des agents de socialisation. Il a été établi que capital psychologique des nouveaux venus renforce les relations entre les tactiques organisationnelles de socialisation, le soutien social des agents de socialisation (variables indépendantes) et la satisfaction des besoins psychologiques ; également, la proactivité des nouveaux venus renforce les relations entre la satisfaction des besoins psychologiques et les variables dépendantes à savoir la performance au travail et l’implication affective. / Organizational socialization is a dynamic process by which newcomers learn and adjust to attitudes and behaviors needed to assume their new organizational roles. Nowadays managing newcomers becomes a challenge for organizations as they demand more from their organization, and push organizations to invest time and resources for their adjustment. The present study introduces psychological needs satisfaction in the scope of organizational socialization research. 34 newcomers were interviewed about their new job, socialization experience and required motivational elements by using the critical incident technique. The results showed that newcomers’ psychological needs fulfillment was helping the success of the organizational socialization process. Subsequently, a quantitative study was conducted to test the theoretical model. A positive relationship was found between organizational socialization tactics and psychological need satisfaction proving it as a proximal outcome of socialization. Distal outcomes i.e. job performance and affective commitment were also positively influenced by organizational socialization tactics and organizational social support from socialization agents. Further, it was found that newcomers’ psychological capital (moderating variable at T1) strengthened the relationship between socialization resources (i.e. organizational socialization tactics and organizational social support) and newcomer’s psychological needs satisfaction; and that newcomers’ proactivity (moderating variable at T2) strengthened the relationship between psychological needs satisfaction and job outcomes, i.e. performance and affective commitment.

No description available.

No description available.

Tant auprès des chercheurs que des praticiens, la socialisation organisationnelle semble représenter un sujet d’intérêt à l’heure actuelle (Fang, Duffy, & Shaw, 2011). Dans cette lignée, la présente thèse cherche à approfondir notre compréhension de la socialisation organisationnelle, afin d’en dresser un portrait plus complet et étayé, mais aussi d’y arrimer des pratiques porteuses pour les organisations et leurs employés. Plus précisément, les aspects relationnels inhérents au vécu des nouveaux employés, largement ignorés à ce jour dans la documentation (Ashforth, Sluss, & Harrison, 2007), sont examinés à partir de données recueillies à trois temps de mesure distincts auprès d’un échantillon de 224 nouveaux employés. Avec comme point de départ la théorie de l’échange social (Blau, 1964) et le concept de confiance affective (McAllister, 1995), le premier des deux articles qui composent la thèse démontre que, par rapport aux approches dites classiques (i.e., exprimant une vision cognitive de la socialisation organisationnelle), une approche relationnelle de la socialisation organisationnelle permet de mieux rendre compte du lien psychologique qui s’établit entre les nouveaux employés et l’organisation, alors que les approches cognitives classiques sont davantage explicatives de la performance des employés. Les deux approches semblent donc complémentaires pour expliquer l’adaptation des nouveaux employés. Le second article s’appuie sur la démonstration effectuée dans le premier article et cherche à approfondir davantage les aspects relationnels inhérents au vécu des nouveaux employés, de même que leur influence sur l’adaptation de ces derniers. À cette fin, la théorie de la conservation des ressources (Hobfoll, 1989) est considérée et l’engagement affectif (Meyer & Herscovitch, 2001) est mis de l’avant comme concept focal. Les résultats suggèrent que l’engagement affectif envers le supérieur compense pour un déclin de l’engagement affectif envers l’organisation, tel qu’il résulte d’un bris de la relation avec l’organisation. Les relations semblent donc, dans certaines circonstances, avoir une portée qui dépasse leurs protagonistes directs. La présente thèse démontre donc que les aspects relationnels inhérents au vécu des nouveaux employés ont une influence distincte, prépondérante et complexe sur leur adaptation en emploi. Ce faisant, elle s’insère dans un courant de recherche visant à remettre à l’avant-plan et mieux comprendre la sphère relationnelle dans les organisations (Ragins & Dutton, 2007). Les implications théoriques et pratiques qui en découlent seront discutées. / Both among researchers and practitioners, organizational socialization seems to be a topic of interest nowadays (Fang, Duffy, & Shaw, 2011). Along this line, the present thesis seeks to deepen our understanding of organizational socialization in order to provide a more complete and documented picture of it, but also to develop useful practices for organizations and their employees. Specifically, the relational aspects inherent to the experience of newcomers, largely ignored so far in the literature (Ashforth, Sluss, & Harrison, 2007), are examined using data collected at three points in time among a sample of 224 newcomers. Using social exchange theory (Blau, 1964) as a background and the concept of affective trust (McAllister, 1995), the first of the two articles that comprise the thesis shows that, compared with conventional approaches (i.e., expressing a cognitive view of organizational socialization), a relational approach to organizational socialization can better reflect the psychological bond that is established between newcomers and organizations, while conventional approaches are more explanatory of employee performance. The two approaches thus seem complementary to explain newcomer adjustment. The second article draws from the evidence reported in the first article and seeks to further deepen the relational aspects inherent to the experience of newcomers, as well as their influence on adjustment. To this end, conservation of resources theory (Hobfoll, 1989) is considered and affective commitment (Meyer & Herscovitch, 2001) is put forward as the focal concept. Results suggest that affective commitment to the supervisor compensates for a decline in affective commitment to the organization as resulting from a breach to individuals’ relationship with the organization. Relationships thus seem, under certain circumstances, to have an impact that goes beyond their direct protagonists. This thesis therefore demonstrates that the relational aspects inherent to the experience of newcomers have a distinct, prevailing and complex influence on their adjustment. In doing so, it is part of a research stream that tries to put forward and better understand the relational dynamics within organizations (Ragins & Dutton, 2007). Theoretical and practical implications will be discussed.