The role of behavioral intentions in turnover of salespeople

Behavioral intentions play an uncertain role in turnover of salespeople. To assess relationships between behavioral intentions and turnover, this study tests three path models derived from Mobley's (1977) turnover model using a longitudinal sample of salespeople. In the best model, thinking of...

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Bibliographic Details
Published in:Journal of business research 1994-03, Vol.29 (3), p.179-188
Main Authors: Sager, J.K., Menon, Ajay
Format: Article
Language:English
Subjects:
Behavioral decision theory
Job satisfaction
Organizational behavior
Salespeople
Statistical analysis
Studies
Turnover
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Summary:Behavioral intentions play an uncertain role in turnover of salespeople. To assess relationships between behavioral intentions and turnover, this study tests three path models derived from Mobley's (1977) turnover model using a longitudinal sample of salespeople. In the best model, thinking of quitting predicts intention to leave; intention to leave predicts intention to search; and intention to search predicts turnover. The findings imply that researchers need to examine separately determinants of searching for another job as opposed to those of intention to leave. Another implication is that a salesperson can intend to quit yet remain in a job indefinitely
ISSN:0148-2963
1873-7978
DOI:10.1016/0148-2963(94)90002-7