haku: @indexterm SALESMEN / yhteensä: 340
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| Tekijä: | Sager, J. K. |
| Otsikko: | How to retain salespeople |
| Lehti: | Industrial Marketing Management
1990 : MAY, VOL. 19:2, p. 155-166 |
| Asiasana: | SALESMEN LABOUR TURNOVER ORGANIZATIONAL COMMITMENT RETAILING JOB ATTITUDES |
| Kieli: | eng |
| Tiivistelmä: | Seven factors increase the costs of sales force and very little is known regarding methods managers can use to retain salespeople. A model of sales force retention behaviour is described, a series of cause-effect linkages between salespeople's attitudes are proposed, four turnover models underlying retention and attrition behaviour of salespeople are presented. 130 retail salespeople have been surveyed, their data are used to test the retention model. Some casual paths were added to the model, others were deleted, and a trimmed model is presented. Results and implications of the test are summarized. Organizational commitment is the chief controllable influence over retention. Attitudes toward work contributed to commitment. |
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