Sales Force Turnover and Retention: A Research Agenda
By J. Boles, G. Dudley, V. Onyemah, D. Rouziès, W. A. Weeks. 2012
91 citations recorded by the source corpus.
Identifying, acquiring, and retaining top sales talent remains a priority in many sales organizations because salesperson turnover remains such an intractable management problem. This paper seeks to encourage and enrich continued research on sales turnover by introducing recent methodological and theoretical advances in psychological, economic, and organizational theory. First, we suggest an examination of sales turnover guided by social network theory. Second, we propose the simultaneous consideration of the interplay between variables within a comprehensive, integrated multilevel framework. Third, in keeping with the shift in research designs initiated in management, our model includes the concept of “shocks”—jarring events that could drive turnover decisions. Finally, we propose to examine sales turnover within an international context. The conceptual framework we present outlines how sales organizations might effectively address sales force turnover and, as a consequence, improve productivity. We conclude by suggesting some specific research questions intended to provide direction for researchers interested in identifying and investigating underresearched linkages.
Subfields: Management of Technology and Innovation, Organizational Behavior and Human Resource Management
View Paper: https://www.semanticscholar.org/paper/9040849ac02070f4a71f384e303572d811b53ce5
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In Management of Technology and Innovation
In Organizational Behavior and Human Resource Management
- B. Bande
- J. Varela
- P. Fernández‐Ferrín
- Ashley Goreczny
- Sarang Sunder
- Fernando Jaramillo
- Prof Vikas Kumar
- Todd J. Maurer
Citations in the corpus
- Emotions and salesperson propensity to leave: The effects of emotional intelligence and resilience (2015, background): “Given that sales force turnover has become a great concern for sales organizations because of its impact on business results (Mulki & Jaramillo, 2011), recent studies encourage researchers to improve their understanding of how to more successfully retain valuable salespeople (Boles et al., 2012). Em”
- Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior (2017, background): “The theoretical mechanism through which the effect of goal achievement manifests itself is through the constructs of job security, self-efficacy, and the value of outside options (Boles et al. 2012; March and Simon 1958).”