Article2011

The Effects of Leader–Member Exchange and Organizational Identification on Performance and Turnover Among Salespeople

97 citations0/0 files storedJournal of Personal Selling and Sales Management

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Job Satisfaction and Organizational Behavior Employee Performance and Management Employee Performance and Motivation

Abstract

Sales force performance and turnover are two of the most critical issues encountered by organizations. This study tested a model examining the effects of leader–member exchange (LMX) and organizational identification on the performance and turnover among a sample of 356 salespeople. The results found that LMX, organizational identification, and performance are related indirectly to turnover through organizational commitment. LMX was related directly to performance. Implications of the results for both practitioners and academicians are discussed.

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References

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Cited by

2018Employee retention: the effects of internal branding and brand attitudes in sales organizations 2016Examining the impact of job embeddedness on salesperson deviance: The moderating role of job satisfaction 2020Analyzing the mediating effect of organizational identification on the relationship between CSR employer branding and employee retention 2015How Do Leader Departures Affect Subordinates’ Organizational Attachment? A 360-Degree Relational Perspective 2019A resource-based perspective on leader-member exchange: An updated meta-analysis

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