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| Author: | Lucas, G. H. |
| Title: | An empirical study of salesforce turnover. |
| Journal: | Journal of Marketing
1987 : JUL, VOL. 51:3, p. 34-59 |
| Index terms: | TURNOVER SALESMEN JOB ATTITUDES SAMPLING |
| Language: | eng |
| Abstract: | Employee turnover is a subject of great importance to practitioners and researchers alike. Though the research on employee turnover in general is extensive, a search of the literature uncovered few truly longitudinal studies of salesperson turnover. On the basis of the general turnover findings, seven hypotheses are developed relating salespersons' demographic characteristics and job attitudes to turnover, and they are tested by analyzing data gathered over a decade by a large national sales organization. New insights and implications for sales managers and researchers are provided. |
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