Revisiting and replicating the dominant logic on salesperson job satisfaction, organizational commitment, and turnover

Reza Rajabi, James Boles, Thomas G. Brashear Alejandro and Shikhar Sarin

Journal of Business Research, 2021, vol. 126, issue C, 524-532

Abstract: This study addresses a significant gap in the sales and marketing literature, limited replication of key research phenomena. The present study uses a longitudinal design to replicate and extend the principle theoretical model in sales management research suggested by Brown and Peterson (1993) meta-analysis and reevaluates our understanding of the drivers and antecedents of salesforce job satisfaction and organizational commitment. Current replication overcomes various limitations found in previous sales research such as the limitedness longitudinal data, static panel of early hire salespeople, while providing additional evidence to support previous findings and extend the body of knowledge.

Keywords: Salespeople turnover; Salespeople turnover intention; Role ambiguity and conflict; Sales rep job satisfaction; Organizational commitment (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:126:y:2021:i:c:p:524-532

DOI: 10.1016/j.jbusres.2019.10.067

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