Examining the Relationship between Work Attitude and Propensity to Leave among Expatriate Salespeople

Naumann, Earl; Widmier, Scott M.; Jackson Jr., Donald W.
September 2000
Journal of Personal Selling & Sales Management;Fall2000, Vol. 20 Issue 4, p227
Academic Journal
This study employs literatures addressing turnover of employees in general, turnover of salespeople, and variables specific to expatriate managers to examine turnover of expatriate salespeople. Individual, job, and organizational variables are used as predictors of propensity to leave. The research suggests that several variables influence propensity to leave of expatriates: met expectations, participation, job satisfaction, and organizational commitment. The research also suggests that organizations need to establish clear expectations concerning the demands of the overseas sales job and allow salespeople to understand the parameters of employment.


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