TITLE

Survival Analysis: A New Approach to Analyzing Sales Force Retention

AUTHOR(S)
Moncrief III, William C.; Hoverstad, Ronald; Lucas Jr., George H.
PUB. DATE
June 1989
SOURCE
Journal of Personal Selling & Sales Management;Summer89, Vol. 9 Issue 2, p19
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article focuses on survival analysis, as a new approach to analyze sales force retention. Employee turnover is an extremely costly and prevalent aspect of sales force formation and management. The ability to manage turnover successfully can have a strong impact on the firm's financial performance. But unfortunately, this activity has left most researchers and managers wanting more guidance and understanding. Careful examination of the turnover literature suggests that methodological problems and the improper use of some analytical procedures impair the advancement of the knowledge base in the turnover area. The purpose of this study is to identify design and sampling problems underlying several existing studies, and to introduce "survival analysis" as a suggested solution to these problems. Survival analysis is not a new theory or concept, but is simply an analysis technique. Survival analysis is the name given to a family of actuarial techniques developed in the biomedical life sciences to track the life expectancies of patients with life threatening diseases. The function relating survival to time is graphed from disease onset to the occurrence of the terminal event. Pictorial representations of these life expectancies provide visual information regarding the shape of the survival experience for a group of persons, depicting the rate of survival over the time intervals chosen for study.
ACCESSION #
6652101

 

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