Journal article
Correlates and Determinants of Sales Force Tenure: An Exploratory Study
The Journal of personal selling & sales management, v 7(3), pp 9-28
01 Jan 1987
Abstract
Salespeople are distinct from other types of employees. Yet, previous researchers have failed to recognize this distinction when exploring the predictors of sales force tenure and turnover. Moreover, virtually all studies to date of sales force tenure and turnover have been restricted to very few variables, shedding light on only a small part of the overall problem. The present exploratory study attempts to investigate the sales force tenure and turnover problem with a more comprehensive and pragmatic framework in order to provide sales managers with meaningful guidance in controlling sales force turnover.
Metrics
8 Record Views
27 citations in Scopus
Details
- Title
- Correlates and Determinants of Sales Force Tenure: An Exploratory Study
- Creators
- Marvin A. Jolson - College of Business and Management at the University of MarylandAlan J. Dubinsky - University of Minnesota) is Associate Professor of Marketing in the College of Business and Public Administration at the University of Missouri-ColumbiaRolph E. Anderson - Drexel University
- Publication Details
- The Journal of personal selling & sales management, v 7(3), pp 9-28
- Publisher
- Routledge
- Resource Type
- Journal article
- Language
- English
- Academic Unit
- [Retired Faculty]
- Scopus ID
- 2-s2.0-84909777139
- Other Identifier
- 991019174079704721