Increasing Job Performance and Reducing Turnover: An Examination of Female Chinese Salespeople

Abstract

The study examined a sales management model in a collectivist culture—China. Specifically, this research examined the relationships among emotional exhaustion, perceived organizational support, job satisfaction, organizational commitment, job performance, and turnover intentions among Chinese female salespeople. Using a sample of 292 retail salespeople, the proposed model was tested with structural equation modeling. Of the 12 linkages tested, 8 were significant. Differences emerged with regard to emotional exhaustion, perceived organizational support, organizational commitment, and turnover intentions, thus providing managerial implications for global marketers to reduce turnover and increase job performance among female Chinese salespeople.