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

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

Research output: Contribution to journalArticle

57 Citations (Scopus)

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

Fingerprint

Job Satisfaction
Turnover
Replication
Salesperson
Job satisfaction
Propensity
Work Performance
Salespeople

ASJC Scopus subject areas

  • Marketing
  • Applied Psychology

Cite this

Performance and job satisfaction effects on salesperson turnover : A replication and extension. / Johnston, Mark W.; Parasuraman, Ananthanarayanan; Futrell, Charles M.; Sager, Jeffrey.

In: Journal of Business Research, Vol. 16, No. 1, 01.01.1988, p. 67-83.

Research output: Contribution to journalArticle

@article{d6cfe5798c34485dbaf990cb64bded1e,
title = "Performance and job satisfaction effects on salesperson turnover: A replication and extension",
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].",
author = "Johnston, {Mark W.} and Ananthanarayanan Parasuraman and Futrell, {Charles M.} and Jeffrey Sager",
year = "1988",
month = "1",
day = "1",
doi = "10.1016/0148-2963(88)90081-1",
language = "English (US)",
volume = "16",
pages = "67--83",
journal = "Journal of Business Research",
issn = "0148-2963",
publisher = "Elsevier Inc.",
number = "1",

}

TY - JOUR

T1 - Performance and job satisfaction effects on salesperson turnover

T2 - A replication and extension

AU - Johnston, Mark W.

AU - Parasuraman, Ananthanarayanan

AU - Futrell, Charles M.

AU - Sager, Jeffrey

PY - 1988/1/1

Y1 - 1988/1/1

N2 - 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].

AB - 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].

UR - http://www.scopus.com/inward/record.url?scp=38249030293&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=38249030293&partnerID=8YFLogxK

U2 - 10.1016/0148-2963(88)90081-1

DO - 10.1016/0148-2963(88)90081-1

M3 - Article

AN - SCOPUS:38249030293

VL - 16

SP - 67

EP - 83

JO - Journal of Business Research

JF - Journal of Business Research

SN - 0148-2963

IS - 1

ER -