Exploring salesperson turnover: A causal model Academic Article uri icon

abstract

  • Considerable attention has been focused on various aspects of salesforce turnover in recent years. However, a formal model of the turnover process for salespeople has yet to be proposed. The objective of the present article was to present a causal model of the turnover process for salespeople. The model is developed using four existing models of turnover behavior. Twelve relationships are proposed and discussed. Research questions for investigation within the context of the turnover model are proposed, and managerial implications of the model are outlined. 1989.

published proceedings

  • Journal of Business Research

author list (cited authors)

  • Sager, J. K., Futrell, C. M., & Varadarajan, R.

citation count

  • 35

complete list of authors

  • Sager, Jeffrey K||Futrell, Charles M||Varadarajan, Rajan

publication date

  • June 1989