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Details van artikel 22 van 59 gevonden artikelen
| Titel: |
Explaining Sales Force Turnover: |
| Auteur: |
Wotruba, Thomas R. Tyagi, Pradeep K. |
| Verschenen in: |
Journal of business-to-business marketing |
| Paginering: | Jaargang 3 (1997) nr. 2 pagina's 37-61 |
| Jaar: |
1997-03-28 |
| Inhoud: |
While the sales force is a major strategy element in business-to-business marketing, sales force turnover can hinder the building of effective relationships with customers. Research to understand turnover has been extensive, and the resulting turnover models position quitting or other withdrawal tendencies to be the result of attitudinal variables such as job satisfaction and organizational commitment. In turn, satisfaction and commitment have been considered the result of work situation variables such as task characteristics and working conditions. But since these models have accounted for a very small percent of variance in the turnover measure being predicted, some new perspectives on turnover relationships appear needed. This paper discusses three theoretical models proposed as the conceptual foundation for a reverse ordering of variables compared with the causal ordering prevalent in traditional withdrawal or turnover models applied to salesperson populations. Some propositions and relationships are proposed as an agenda for future research on sales force turnover. |
| Uitgever: |
Routledge |
| Bronbestand: |
Elektronische Wetenschappelijke Tijdschriften |
Details van artikel 22 van 59 gevonden artikelen
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