The Relationship of Satisfaction and Performance to Salesforce Turnover
Journal of MarketingPublished 1 January 1984
Charles M. Futrell, A. Parasuraman
Citations126
SJR quartileQ1
SJR score13.39
SNIP5.22
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Abstract
This article reviews pertinent research related to the antecedents of turnover and discusses a research study involving a national industrial firm's salesforce. The study examined the moderating effect of salespeople's performance on the relationship between their job satisfaction and propensity to leave their firm. The paper concludes with implications for researchers and sales managers.
Keywords
Business, Management and Accounting