The relationship between organizational commitment, job satisfaction, and turnover among new salespeople Academic Article uri icon

abstract

  • The area of salesforce turnover has emerged in recent years as a topic of considerable interest among both researchers and managers. The problem of turnover is considered to be especially acute among new salespeople. This study investigates the relationship between organizational commitment, major facts of job satisfaction (pay, promotion, supervisor, work, and coworkers) and turnover among new salespeople from a cross-sectional as well as longitudinal perspective. Among other findings, the results indicate significant differences between stayers and leavers in their level of organizational commitment very early in their tenure with the organization. © 1987 Taylor and Francis Group, LLC.

author list (cited authors)

  • Johnston, M. W., Rajan Varadarajan, P., Futrell, C. M., & Sager, J.

publication date

  • January 1987