The Relationship Between Organizational Commitment, Job Satisfaction, and Turnover Among New Salespeople

Johnston, Mark W.; Varadarajan, P.; Futrell, Charles M.; Sager, Jeffrey
November 1987
Journal of Personal Selling & Sales Management;Nov87, Vol. 7 Issue 3, p29
Academic Journal
The article present information on study focused on identifying patterns of change among new salespeople's organizational commitment and job satisfaction in order to gain insights into attitudinal differences which may be expected to exist between stayers and leavers during their first year with the organization. Previous research indicates that individuals with the shortest job tenure have the greatest likelihood of leaving the company. The present study concentrates on new salespeople and attempts to determine if differences in attitudes do exist between stayers and leavers early in their job tenure. In addition to its focus on new salespeople, the study reported differs from previously published studies on salesforce turnover in four other respects. The sample used in this study was composed of new salespeople hired by a national manufacturer of consumer products. These salespeople were involved in indirect selling activities, being responsible for servicing grocery chain stores in a specific geographic territory.


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