Flaherty, Karen E.; Pappas, James M.
June 2002
Journal of Personal Selling & Sales Management;Summer2002, Vol. 22 Issue 3, p135
Academic Journal
Building on career stage theory and contingency theory, the exploratory study considers the influence of career stage on job satisfaction and turnover intentions. Findings show that salespeople in exploration report higher satisfaction and lower turnover intentions when paid a fixed salary, whereas salespeople in establishment report higher satisfaction and lower turnover intentions when given incentives. Further, during the establishment stage, salespeople employed by firms pursuing a prospector or analyzer strategy indicate higher satisfaction and lower turnover intentions than those employed by defender firms. Suggestions are provided concerning how to effectively manage salespeople as they progress through the various career stages.


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