Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?

IF 3.9 Q2 BUSINESS

Journal of Personal Selling & Sales Management Pub Date : 2024-04-17 DOI:10.1080/08853134.2024.2322177

Muzi Liu, Babu John-Mariadoss, U. N. Umesh, Yuan Wen

引用次数: 0

Abstract

Sales force turnover has been identified as one of the top issues in sales organizations by sales researchers and practitioners. The present research examines the role of two under-investigated fac...

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了解销售角色的侧重点为何以及何时会影响销售人员的流失：职业抱负和年龄是否起作用？

销售人员流失已被销售研究人员和从业人员视为销售组织的首要问题之一。本研究探讨了两个未得到充分研究的因素的作用。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Personal Selling & Sales Management BUSINESS-

CiteScore

5.70

自引率

36.40%

发文量

期刊介绍： As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals.