Performance and job satisfaction effects on salesperson turnover: A replication and extension

Mark W. Johnston, A. Parasuraman, Charles M. Futrell, Jeffrey Sager

Research output: Contribution to journalArticle

58 Scopus citations

Abstract

The present study replicates a salesperson-turnover study reported by Futrell and Parasuraman [28] by examining the strength of the relationship of five dimensions of job satisfaction to propensity to leave for high- and low-performing groups of salespeople. Current knowledge about salesperson behavior is extended by testing the hypothesis that propensity to leave is a strong predictor of actual turnover behavior. The results indicate that performance has a direct influence on turnover. Propensity to leave operates as one of the intervening variables in the turnover process of salespeople. A more complex relationship may exist between job satisfaction, performance, propensity to leave, and actual turnover than that reported by Futrell and Parasuraman [28].

Original languageEnglish (US)
Pages (from-to)67-83
Number of pages17
JournalJournal of Business Research
Volume16
Issue number1
DOIs
StatePublished - Jan 1 1988
Externally publishedYes

ASJC Scopus subject areas

  • Marketing

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