The Influence of Personal Characteristics and Coping Strategies on Salespersons' Turnover Intentions

Lewin, Jeffrey E.; Sager, Jeffrey K.
September 2010
Journal of Personal Selling & Sales Management;Fall2010, Vol. 30 Issue 4, p355
Academic Journal
Understanding what contributes to salesperson turnover helps reduce turnover and its deleterious consequences. This study examines the interactive effects of salespersons' personal characteristics and coping strategies on turnover intentions. Findings suggest that self-efficacy combined with problem-focused coping significantly reduces salespersons' turnover intentions-more so than self-efficacy alone. In contrast, while an external locus of control orientation combined with emotion-focused coping significantly increases turnover intentions, the increase is not as great as from external locus of control alone. Neither the combined effect of self-efficacy and emotion-focused coping nor external locus of control and problem-focused coping are found to significantly influence turnover intentions.


Related Articles

  • Locus of control and life adjustment: Relationship among people with spinal cord injury. Krause, J. Stuart; Stanwyck, Carol Anson; Maides, Joseph // Rehabilitation Counseling Bulletin;Mar98, Vol. 41 Issue 3, p162 

    Identifies the relationship of life adjustment after spinal cord injury with three components of locus of control namely, internality, chance and powerful others. Demographic differences in locus of control; Intercorrelations using the Multidimensional Health Locus of Control scale.

  • Predicting transitions from preintentional, intentional and actional stages of change. Schüz, Benjamin; Sniehotta, Falko F.; Mallach, Natalie; Wiedemann, Amelie U.; Schwarzer, Ralf // Health Education Research;Feb2009, Vol. 24 Issue 1, p64 

    Stage theories of health behavior change assume that individuals pass through qualitatively different stages on their way to the adoption of health behaviors. Three common stages (preintention, intention and action) can be defined by stage transitions included in current stage theories and...

  • The Relationship Between Self-Efficacy, Locus of Control and Work Personality. Strauser, David R.; Keim, Jeanmarie // Journal of Rehabilitation;Jan-Mar2002, Vol. 68 Issue 1, p20 

    Examines the correlation between self-efficacy, locus of control and work personality. Discussion on the transformation of economics; Emphasis on the utilization of cognitive and interpersonal skills; Importance of interpersonal skills in career and rehabilitation.

  • Finding Work Following Job Loss: The Role of Coping Resources. Holmes, Barbara H.; Werbel, James D. // Journal of Employment Counseling;Mar92, Vol. 29 Issue 1, p22 

    The negative physical and psychological effects of job loss are well-documented. Much less research has explored factors that might help people cope with job loss and become reemployed quickly. Individuals who became reemployed within 3 months of job loss were more "internal" in locus of...

  • Locus of Control and Expectancies Across Multiple Occupational Levels. Szilagyi, Andrew D.; Sims Jr., Herny P. // Journal of Applied Psychology;Oct75, Vol. 60 Issue 5, p638 

    This study investigated Lawler's postulate that an individual's performance-to- reward subjective probability, or Expectancy II, is influenced by the individual's belief in Rotter's internal versus external locus of control. The results confirmed Lawler's postulate across multiple occupational...

  • PROFESSIONALLY SUCCESSFUL WOMEN: SOME EVIDENCE FROM THE ENGLISH-SPEAKING CARIBBEAN. Punnett, Betty Jane; Nurse, Lawrence; Duffy, Jo Ann; Fox, Suzy; Gregory, Ann; Lituchy, Terri; Monserrat, Silvia Inés; Olivas-Luján, Miguel R.; Santos, Neusa Maria Bastos F. // Canadian Journal of Latin American & Caribbean Studies (Canadian;2007, Vol. 32 Issue 64, p121 

    This article reports on a study of professionally successful women in three countries in the English-speaking Caribbean-Barbados, Jamaica, and St. Vincent & the Grenadines. The study is part of a larger study that includes countries throughout the Americas. The overall objective of the study was...

  • A Model of the Materialistic Self. Watson, David C. // North American Journal of Psychology;Mar2014, Vol. 16 Issue 1, p137 

    Conceptually, materialism involves a lifestyle whereby happiness is achieved thorough the attainment of material objects, wealth or status. Previous research has related materialism to an external and fragile sense of self. The current study examined the relationship between materialism and...

  • Action regulation in old age: Time samples from everyday contexts. Klumb, Petra L. // International Journal of Behavioral Development;Jul2001, Vol. 25 Issue 4, p392 

    The operation of self-efficacy beliefs was investigated in a group of 81 participants between 73 and 97 years of age with intensive time samples including activities carried out at the moment a signal was received, their subjective difficulty, and concurrent mood in everyday life. In a two-level...

  • Teacher Efficacy Issues in the Practice of Novice Teachers. Onafowora, Laura L. // Educational Research Quarterly;Jun2005, Vol. 28 Issue 4, p34 

    This preliminary study provides a snap shot of the novice teachers' perceptions of their self-efficacy and how it relates to their pedagogy at the beginning of their ongoing professional development training. Oral and written expressions about their pedagogy provide substantive insight to their...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics