The effects of control, trust, and justice on salesperson turnover

Article Abstract:

Various elements of control as direct and indirect predictors of justice and subsequently as predictors of turnover are examined. A control model of salesperson turnover is developed by integrating two well-known perspectives of justice, the self-interest and group-values frameworks, and is tested with a sample of 240 business-to-business salespeople and a discussion of the finding and managerial implications is presented.

United States, Employee turnover, Labour turnover

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Distributive and procedural justice in a sales force context: Scale development and validation

Article Abstract:

A study is conducted to develop and validate scales for the measurement of both distributive and procedural justice in a sales force context. The findings suggest that it is important for a sales organization to focus on insuring that salespeople as being just perceive managerial actions.

Sales Management, Methods, Distributive justice

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An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople

Article Abstract:

The sales performance, satisfaction, commitment, and turnover based on previous empirical work are tested with many salespeople in Poland. A strong support is shown on the western sales management theory in a transitional economy.

Poland, Job satisfaction

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