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

A. Parasuraman, Charles M. Futrell

Research output: Contribution to journalArticle

47 Scopus citations

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 - Mar 1983

    Fingerprint

ASJC Scopus subject areas

  • Marketing

Cite this