Influence of role stress on turnover of sales personnel and sales managers

Abstract

Research interest in sales force turnover has increased dramatically in recent years. Despite the proliferation of articles on the topic, an issue that has received little attention is the impact of role stress on turnover of salespeople. This paper reports the results of a study that investigated the influence of role stress on turnover of sales personnel and sales managers. Findings of the investigation indicate that role stress, through a series of intermediate linkages, may lead to turnover for both kinds of sales employees.