search query: @author Pitt, L. F. / total: 10
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| Author: | Pitt, L. F. Ramaseshan, B. |
| Title: | Realistic job information and salesforce turnover: an investigative study |
| Journal: | Journal of Managerial Psychology
1995 : VOL. 10:5, p. 29-36 |
| Index terms: | RECRUITMENT SALESMEN JOB ENRICHMENT |
| Language: | eng |
| Abstract: | Little research has been done on the impact of realistic job information on the salesperson's decision to terminate a sales position. Using propensity to leave as a surrogate for salesforce turnover, presents the results of an investigative study of realistic job information into four dimensions, namely volume; personal relevance; depth; and accuracy. Finds that salespersons who display a higher tendency to leave their jobs preview to have been less realistic than those who exhibit a propensity to stay in their positions. Also finds, however, that while relevance, depth and accuracy of job information are strong predictors of propensity to leave a sales job, volume of information is not, suggesting that the problem may be one of interview quality, rather than information quantity. |
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