Job Performance and Attitudes of Disengagement Stage Salespeople Who are about to Retire

Abstract

A greater portion of the U.S. work force than ever before is of an age in which retirement and non-work related issues are of primary concern, rather than career advancement and enhancement. Does this trend represent a significant management and performance problem for sales managers? This study examines issues related to the attitudes and performance of salespeople over fifty years of age who are focusing on retirement and, in fact, retired within three years of the study. In this study, work attitudes and performance are not related to the retirement process decision, but are related to the decision to subsequently leave an organization.