The Moderating Effect of Sales Force Performance on Relationships Involving Antecedents of Turnover

Meneilly, Kevin M.; Russ, Frederick A.
January 1992
Journal of Personal Selling & Sales Management;Winter92, Vol. 12 Issue 1, p9
Academic Journal
Although the direct link between performance and turnover is often weak, performance may still play a significant role: as a moderator of relationships involving antecedents of turnover. This study develops and tests hypotheses about performance as a moderator variable in relationships involving role stress, job satisfaction dimensions, organizational commitment, tenure, and turnover intentions. In a sample of food broker sales reps and their supervisors, these relationships were generally weaker for high performers than for low performers, and dimensions of job satisfaction played somewhat different roles. The results suggest the value of using performance as a moderator variable and point to the need for expanded organizational commitment and satisfaction measures.


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