Sales Force Turnover and Retention: A Research Agenda

James S. Boles, George W. Dudley, Vincent Onyemah, Dominique Rouzies () and William A. Weeks
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James S. Boles: J. Mack Robinson College of Business - Georgia State University - USG - University System of Georgia
George W. Dudley: Behavioral Sciences Research Press - Behavioral Sciences Research Press, Inc.
Vincent Onyemah: marketing department - Babson College
Dominique Rouzies: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique
William A. Weeks: Hankamer School of Business - Baylor University

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Abstract: Identifying, acquiring, and retaining top sales talent remains a priority in many sales organizations because salesperson turnover remains such an intractable management problem. This paper seeks to encourage and enrich continued research on sales turnover by introducing recent methodological and theoretical advances in psychological, economic, and organizational theory. First, we suggest an examination of sales turnover guided by social network theory. Second, we propose the simultaneous consideration of the interplay between variables within a comprehensive, integrated multilevel framework. Third, in keeping with the shift in research designs initiated in management, our model includes the concept of "shocks"--jarring events that could drive turnover decisions. Finally, we propose to examine sales turnover within an international context. The conceptual framework we present outlines how sales organizations might effectively address sales force turnover and, as a consequence, improve productivity. We conclude by suggesting some specific research questions intended to provide direction for researchers interested in identifying and investigating underresearched linkages.

Keywords: sales; turnover; retention; research agenda (search for similar items in EconPapers)
Date: 2012-01
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Citations: View citations in EconPapers (15)

Published in Journal of Personal Selling and Sales Management, 2012, 32 (1), pp.131-140. ⟨10.2753/PSS0885-3134320111⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00663426

DOI: 10.2753/PSS0885-3134320111

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