An Empirical Study of Salesforce Turnover

1987 ◽  
Vol 51 (3) ◽  
pp. 34 ◽  
Author(s):  
George H. Lucas ◽  
A. Parasuraman ◽  
Robert A. Davis ◽  
Ben M. Enis
Keyword(s):  
Empirical Study ◽  
Salesforce Turnover

An Empirical Study of Salesforce Turnover

1987 ◽  
Vol 51 (3) ◽  
pp. 34-59 ◽  
Author(s):  
George H. Lucas ◽  
A. Parasuraman ◽  
Robert A. Davis ◽  
Ben M. Enis
Keyword(s):  
Empirical Study ◽  
Longitudinal Studies ◽  
Employee Turnover ◽  
Job Attitudes ◽  
Demographic Characteristics ◽  
Sales Managers ◽  
Sales Organization ◽  
Salesforce Turnover

Employee turnover is a subject of great importance to practitioners and researchers alike. Though the research on employee turnover in general is extensive, a search of the literature uncovered few truly longitudinal studies of salesperson turnover. On the basis of the general turnover findings, the authors develop seven hypotheses relating salesperson demographic characteristics and job attitudes to turnover and test them by analyzing data gathered over a decade by a large national sales organization. The results raise questions about conclusions from previous studies and afford several new insights and implications for sales managers and researchers.

Individuals without jobs: An empirical study of job-seeking behavior and reemployment.

1996 ◽  
Vol 81 (1) ◽  
pp. 76-87 ◽  
Author(s):  
Connie R. Wanberg ◽  
John D. Watt ◽  
Deborah J. Rumsey
Keyword(s):  
Empirical Study ◽  
Job Seeking ◽  
Seeking Behavior
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