Correlates and Determinants of Sales Force Tenure: An Exploratory Study

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.

Cite this work

No public copy is stored for this record, so only the metadata is cited.

Stored only when both papers are in the corpus — 28 citations exist upstream.

Papers that cite the same references — the relational fallback while embeddings are still backfilling.