A Method for Determining the Causes of Salesperson Turnover

Nicholas C. Williamson

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

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Job Satisfaction and Organizational Behavior Employee Performance and Management Human Resource and Talent Management

Abstract

AbstractWhen a company experiences substantial turnover in its salesforce, efforts to determine the causes of turnover by terminal inteview often are inadequate because the salespeople who leave may bias their answers in order to get good job recommendations for other positions. This paper presents an alternative method for determining the causes of high salesperson turnover rates.

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1964Work and motivation 1976Motivation through the design of work: test of a theory 1985THE HUMAN SIDE OF ENTERPRISE 1974Measuring the Job Satisfaction of Industrial Salesmen 1980Performance and Satisfaction in an Industrial Sales Force: An Examination of Their Antecedents and Simultaneity 1974Expectancy Theory Predictions of Salesmen's Performance 1973Implications of a measurement problem for expectancy theory research 1975Task-goal attributes, n achievement, and supervisory performance

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