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Journal of Personal Selling & Sales Management Volume 3, 1983 - Issue 1
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Original Articles

A Method for Determining the Causes of Salesperson Turnover

Nicholas C. Williamson Nicholas C. Williamson (Ph.D., University of North Carolina) is an Assistant Professor of Marketing at Georgia State University and has published in the areas of salesperson motivation and Japanese business practices. Williamson's dissertation, entitled Salesperson Motivation and Perfqrmance: A Predictive Model, was published by UMI Incorporated in 1982. Also, a three-part series of articles concerning Japanese methods for increasing corporate productivity levels of American companies will be published in Business magazine in 1983 and 1984.
Pages 26-35 | Published online: 24 Oct 2013

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Kirk Smith, Eli Jones & Edward Blair. (2000) Managing Salesperson Motivation in a Territory Realignment. Journal of Personal Selling & Sales Management 20:4, pages 215-226.
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Eli Jones, Donna Massey Kantak, Charles M. Futrell & Mark W. Johnston. (1996) Leader Behavior, Work-Attitudes, and Turnover of Salespeople: An Integrative Study. Journal of Personal Selling & Sales Management 16:2, pages 13-23.
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Jacqueline C. Landau & James D. Werbel. (1995) Sales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires. Journal of Personal Selling & Sales Management 15:4, pages 33-43.
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René Y. Darmon. (1993) Where Do the Best Sales Force Profit Producers Come From?. Journal of Personal Selling & Sales Management 13:3, pages 17-29.
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Jeffrey K. Sager, P. Rajan Varadarajan & Charles M. Futrell. (1988) Understanding Salesperson Turnover: A Partial Evaluation of Mobley's Turnover Process Model. Journal of Personal Selling & Sales Management 8:1, pages 21-36.
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Marvin A. Jolson, Alan J. Dubinsky & Rolph E. Anderson. (1987) Correlates and Determinants of Sales Force Tenure: An Exploratory Study. Journal of Personal Selling & Sales Management 7:3, pages 9-28.
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