Survival analysis: a new approach to analyzing sales force retention

Article Abstract:

This paper examines the problems associated with traditional methodologies used to study turnover. Existing empirical research findings rely on 'cross sectional window designs.' This paper describes design flaws in the traditional approaches and demonstrates how the flaws may have affected the validity of previous studies. Survival analysis is introduced and discussed as a valuable tool for sales force turnover research. Survival analysis traces the survival function of new hires over time. This study presents data from a large national insurance firm to introduce the methodology of survival analysis, and traces the retention of insurance sales agents over a two year period. The effect of independent variables on retention using survival analysis is shown by examining effect of sales productivity on retention rates. (Reproduced by permission of the publishers.)

Research, Methods, Employment, Employee turnover, Failure time data analysis

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Committing and supervising unethical sales force behavior: the effects of victim gender, victim status, and sales force motivational techniques

Article Abstract:

Based on research using a national sample of sales managers, findings indicate that unethical behavior is related to victim status and the method for awarding sales force incentives. Unethical behavior is more likely when the victim is a salesperson that is held in low regard and when firms use an intra-firm competitive scheme that encourages competition among salespeople in the same sales force. Supervisory reaction to unethical behavior was found to be related to victim status, but not victim gender or intra-firm competition. Sales managers may be more lenient when the victim is held in low regard by announcing an intention to quit. (Reprinted by permission of the publisher.)

Marketing, Ethical aspects, Sales managers

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Cellular telephones and the national sales force

Article Abstract:

The cellular telephone has become a popular, worldwide business tool. The use of cellular telephones has been purported to increase productivity and boost responsiveness. In this paper, major issues in cellular telephone technology are presented. A case study which examines the process of adoption, implementation, and utilization of cellular telephones in a national sales force is presented. Managerial implications are discussed. (Reprinted by permission of the publisher.)

Usage, Cellular telephones, Wireless telephones, Telecommunications systems

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