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| Author: | Bridges, E. Johnston, H. H. Sager, J. K. |
| Title: | Using model-based expectations to predict voluntary turnover |
| Journal: | International Journal of Research in Marketing
2007 : MAR, VOL. 24:1, p. 65-76 |
| Index terms: | employees expectations turnover sales management |
| Language: | eng |
| Abstract: | This article explores a new approach to assessing the impact of personal sales expectations on job satisfaction and tendency to leave or remain with company. The article's modeling approach is tested in the case of an industrial commodity manufacturer wishing to improve retention of a large business-to-business sales force. Hazard model's estimation for turnover shows that salespeople whose performance exhibits larger negative gaps are more likely to leave, and those with positive gabs are more likely to remain with the company. |
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