TITLE

THE EFFECTS OF PERCEIVED SUPERVISOR SUPPORT, PERCEIVED ORGANIZATIONAL SUPPORT, AND ORGANIZATIONAL JUSTICE ON TURNOVER AMONG SALESPEOPLE

AUTHOR(S)
DeConinck, James B.; Johnson, Julie T.
PUB. DATE
September 2009
SOURCE
Journal of Personal Selling & Sales Management;Fall2009, Vol. 29 Issue 4, p333
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This study examined effects of three dimensions of organizational justice on salesperson perceived organizational support (POS), perceived supervisor support (PSS), performance, and actual salesperson turnover in a business-to-business setting using a sample of 384 salespeople. Results indicated that PSS is an indirect predictor of turnover intentions through POS and performance. Organizational commitment mediated the relationship between POS and turnover intentions. Procedural justice had a direct, positive influence on performance. Distributive justice, procedural justice, and interactional justice were indirect predictors of turnover through other variables. The salesperson's performance was related directly to both turnover intentions and turnover.
ACCESSION #
44466188

 

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