Demographics, job satisfaction, and propensity to leave of industrial salesmen

Ananthanarayanan Parasuraman, Charles M. Futrell

Research output: Contribution to journalArticle

47 Citations (Scopus)

Abstract

An extremely important and expensive promotional tool used by industrial marketers is personal selling. One of the major costs of personal selling is the cost associated with sales personnel turnover. Past studies in the sales management area have focused on the effect of organizational and psychological factors on the satisfaction of salespeople and their propensity to leave their organizations. However, no study has examined the interrelationships among salespeople's demographic variables, job satisfaction, and propensity to leave, even though such relationships have been studied for nonselling occupations. An empirical study done to at least partly fill this research void is described. The results provide new insights for researchers and practitioners with an interest in the sales management area.

Original languageEnglish (US)
Pages (from-to)33-48
Number of pages16
JournalJournal of Business Research
Volume11
Issue number1
DOIs
StatePublished - 1983
Externally publishedYes

Fingerprint

Job Satisfaction
Demography
Personnel Turnover
Costs and Cost Analysis
Occupations
Research Personnel
Organizations
Psychology
Research
Propensity
Salespeople
Demographics
Job satisfaction
Sales management
Costs
Personal selling
Marketers
Empirical study
Turnover
Interrelationship

ASJC Scopus subject areas

  • Marketing
  • Applied Psychology

Cite this

Demographics, job satisfaction, and propensity to leave of industrial salesmen. / Parasuraman, Ananthanarayanan; Futrell, Charles M.

In: Journal of Business Research, Vol. 11, No. 1, 1983, p. 33-48.

Research output: Contribution to journalArticle

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