Matches in SemOpenAlex for { <https://semopenalex.org/work/W1973291292> ?p ?o ?g. }
Showing items 1 to 90 of
90
with 100 items per page.
- W1973291292 endingPage "140" @default.
- W1973291292 startingPage "131" @default.
- W1973291292 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." @default.
- W1973291292 created "2016-06-24" @default.
- W1973291292 creator A5045328129 @default.
- W1973291292 creator A5072587187 @default.
- W1973291292 creator A5079176263 @default.
- W1973291292 creator A5087953640 @default.
- W1973291292 creator A5090667755 @default.
- W1973291292 date "2012-12-01" @default.
- W1973291292 modified "2023-10-12" @default.
- W1973291292 title "Sales Force Turnover and Retention: A Research Agenda" @default.
- W1973291292 cites W2033659289 @default.
- W1973291292 cites W4298524238 @default.
- W1973291292 cites W950821216 @default.
- W1973291292 doi "https://doi.org/10.2753/pss0885-3134320111" @default.
- W1973291292 hasPublicationYear "2012" @default.
- W1973291292 type Work @default.
- W1973291292 sameAs 1973291292 @default.
- W1973291292 citedByCount "74" @default.
- W1973291292 countsByYear W19732912922014 @default.
- W1973291292 countsByYear W19732912922015 @default.
- W1973291292 countsByYear W19732912922016 @default.
- W1973291292 countsByYear W19732912922017 @default.
- W1973291292 countsByYear W19732912922018 @default.
- W1973291292 countsByYear W19732912922019 @default.
- W1973291292 countsByYear W19732912922020 @default.
- W1973291292 countsByYear W19732912922021 @default.
- W1973291292 countsByYear W19732912922022 @default.
- W1973291292 countsByYear W19732912922023 @default.
- W1973291292 crossrefType "journal-article" @default.
- W1973291292 hasAuthorship W1973291292A5045328129 @default.
- W1973291292 hasAuthorship W1973291292A5072587187 @default.
- W1973291292 hasAuthorship W1973291292A5079176263 @default.
- W1973291292 hasAuthorship W1973291292A5087953640 @default.
- W1973291292 hasAuthorship W1973291292A5090667755 @default.
- W1973291292 hasBestOaLocation W19732912923 @default.
- W1973291292 hasConcept C139719470 @default.
- W1973291292 hasConcept C139749660 @default.
- W1973291292 hasConcept C14224292 @default.
- W1973291292 hasConcept C144024400 @default.
- W1973291292 hasConcept C144133560 @default.
- W1973291292 hasConcept C151730666 @default.
- W1973291292 hasConcept C162324750 @default.
- W1973291292 hasConcept C162853370 @default.
- W1973291292 hasConcept C187736073 @default.
- W1973291292 hasConcept C204983608 @default.
- W1973291292 hasConcept C26077564 @default.
- W1973291292 hasConcept C2778735886 @default.
- W1973291292 hasConcept C2779343474 @default.
- W1973291292 hasConcept C2992111769 @default.
- W1973291292 hasConcept C36289849 @default.
- W1973291292 hasConcept C86803240 @default.
- W1973291292 hasConceptScore W1973291292C139719470 @default.
- W1973291292 hasConceptScore W1973291292C139749660 @default.
- W1973291292 hasConceptScore W1973291292C14224292 @default.
- W1973291292 hasConceptScore W1973291292C144024400 @default.
- W1973291292 hasConceptScore W1973291292C144133560 @default.
- W1973291292 hasConceptScore W1973291292C151730666 @default.
- W1973291292 hasConceptScore W1973291292C162324750 @default.
- W1973291292 hasConceptScore W1973291292C162853370 @default.
- W1973291292 hasConceptScore W1973291292C187736073 @default.
- W1973291292 hasConceptScore W1973291292C204983608 @default.
- W1973291292 hasConceptScore W1973291292C26077564 @default.
- W1973291292 hasConceptScore W1973291292C2778735886 @default.
- W1973291292 hasConceptScore W1973291292C2779343474 @default.
- W1973291292 hasConceptScore W1973291292C2992111769 @default.
- W1973291292 hasConceptScore W1973291292C36289849 @default.
- W1973291292 hasConceptScore W1973291292C86803240 @default.
- W1973291292 hasIssue "1" @default.
- W1973291292 hasLocation W19732912921 @default.
- W1973291292 hasLocation W19732912922 @default.
- W1973291292 hasLocation W19732912923 @default.
- W1973291292 hasOpenAccess W1973291292 @default.
- W1973291292 hasPrimaryLocation W19732912921 @default.
- W1973291292 hasRelatedWork W1484307454 @default.
- W1973291292 hasRelatedWork W1488352455 @default.
- W1973291292 hasRelatedWork W1555983296 @default.
- W1973291292 hasRelatedWork W1569011961 @default.
- W1973291292 hasRelatedWork W1573815323 @default.
- W1973291292 hasRelatedWork W1583165765 @default.
- W1973291292 hasRelatedWork W1722574041 @default.
- W1973291292 hasRelatedWork W2539902766 @default.
- W1973291292 hasRelatedWork W2742967993 @default.
- W1973291292 hasRelatedWork W564824070 @default.
- W1973291292 hasVolume "32" @default.
- W1973291292 isParatext "false" @default.
- W1973291292 isRetracted "false" @default.
- W1973291292 magId "1973291292" @default.
- W1973291292 workType "article" @default.