TITLE

Career Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth

AUTHOR(S)
Feldman, Daniel C.; Weitz, Barton A.
PUB. DATE
November 1988
SOURCE
Journal of Personal Selling & Sales Management;Nov88, Vol. 8 Issue 3, p23
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article focuses on career plateaus in the sales force. Recent research suggests that sales force productivity may be increased through a better understanding of the career development of sales force employees. There are four objectives of this article--a new definition of a career plateau in terms of responsibility is proposed, and previous research on the impact of plateauing on work attitudes and performance is reexamined in light of the responsibility plateauing concept; a model which identifies the individual, job-related, and organizational factors which affect the propensity of sales employees to reach responsibility plateaus is presented; managerial prescriptions for preventing and handling plateaus are identified and discussed; and future directions for research in the area of career plateaus. Previous research has defined plateaued employees in terms of the likelihood of future promotions the length of time in the present position or the length of time between promotions. The use of promotions to operationally define plateaued employees assumes a direct relationship between level in an organizational hierarchy and job responsibility. The author proposes the definition that employees are plateaued when their likelihood of receiving increased responsibility is low.
ACCESSION #
6653539

 

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