search query: @author Lee, K. S. / total: 3
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| Author: | Ingram, T. N. Lee, K. S. |
| Title: | Sales force commitment and turnover |
| Journal: | Industrial Marketing Management
1990 : MAY, VOL. 19:2, p. 149-154 |
| Index terms: | SALESMEN ORGANIZATIONAL COMMITMENT LABOUR TURNOVER |
| Language: | eng |
| Abstract: | Salespeople's commitment has been investigated by researchers as a predictor of turnover propensity. Organizational commitment was found to be a relevant attitudional variable when predicting actual turnover. Four exploratory hypotheses of previous research are tested in this study, and all of them are supported. Job commitment and organizational commitment are highly related. The principal finding is, that salespeople not only develop intentions to leave an employer, but also experience departure intentions from selling to non-selling jobs. Issues for further research are recommended. |
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