March 1989
Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p61
Academic Journal
The article presents information on some papers on motivation and job satisfaction. The paper "Salesforce Turnover: Those Who Left and Those Who Stayed," published in the recent issue of the Industrial Marketing Management focused on a large computer manufacturer that experienced nearly a 20% turnover in its sales force in one year. Interviews were completed for 162 salespersons who stayed and 39 salespersons who had left the company. Findings revealed that individual characteristics did not discriminate between staying and leaving. Those who had left the computer company rated it lower as a place to work than those who stayed on work related factors. Performance factors generally indicated that the higher-achievers had stayed while the lower-achievers had sought other employment. Another paper "Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers," published in the recent issue of the Journal of Marketing Research presents a model incorporating organizational formalization, role stress, organizational commitment and work alienation. These attributes are tested, utilizing data from several hundred industrial salespeople and buyers from relatively stable environments.


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