IDEAS home Printed from https://ideas.repec.org/a/ids/ijmpra/v9y2016i1p24-39.html
   My bibliography  Save this article

Functionality of turnover intention and management strategies for sales force: an empirical investigation

Author

Listed:
  • M.A. Sanjeev
  • Naseem Abidi
  • A.V. Surya

Abstract

The profession of 'personal selling' is replete with problems of high turnover due to lack of 'job satisfaction'. The lack of job satisfaction leads to build up of 'turnover intention' among employees and translates in to 'turnover' at an opportune and suitable moment. The relation between job satisfaction and turnover intention has been proven to be conclusively negative. This study aims to explore the existence of a contradictory 'positive' relationship between job satisfaction and turnover intention, which can be categorised as 'dysfunctional turnover intention'. The study also explores whether practising managers are able to identify this dysfunctional turnover intention and if so what strategies are used to manage the dysfunctional turnover. Findings confirm the existence of 'dysfunctional turnover intention' among the research subjects; where there is uncommon positive relation between 'job satisfaction' and 'turnover intention'. It also appears that the line managers have developed their own strategies to manage such dysfunctional cases.

Suggested Citation

  • M.A. Sanjeev & Naseem Abidi & A.V. Surya, 2016. "Functionality of turnover intention and management strategies for sales force: an empirical investigation," International Journal of Management Practice, Inderscience Enterprises Ltd, vol. 9(1), pages 24-39.
    • Handle: RePEc:ids:ijmpra:v:9:y:2016:i:1:p:24-39
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=74888
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Iqra Saeed & Momina Waseem & Sidra Sikander & Muhammad Rizwan, 2014. "The relationship of Turnover intention with job satisfaction, job performance, Leader member exchange, Emotional intelligence and organizational commitment," International Journal of Learning and Development, Macrothink Institute, vol. 4(2), pages 242-256, June.
    2. Alfonso Sousa-Poza & Fred Henneberger, 2002. "An Empirical Analysis of Working-Hours Constraints in Twenty-one Countries," Review of Social Economy, Taylor & Francis Journals, vol. 60(2), pages 209-242.
    3. Veronica Tarigan & Dorothea Wahyu Ariani, 2015. "Empirical Study Relations Job Satisfaction, Organizational Commitment, and Turnover Intention," Advances in Management and Applied Economics, SCIENPRESS Ltd, vol. 5(2), pages 1-2.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Lonnie Golden & Stuart Glosser, 2013. "Work sharing as a potential policy tool for creating more and better employment: A review of the evidence," Chapters, in: Jon C. Messenger & Naj Ghosheh (ed.), Work Sharing during the Great Recession, chapter 7, pages 203-258, Edward Elgar Publishing.
    2. Heineck, Guido, 2009. "The determinants of secondary jobholding in Germany and the UK," Zeitschrift für ArbeitsmarktForschung - Journal for Labour Market Research, Institut für Arbeitsmarkt- und Berufsforschung (IAB), Nürnberg [Institute for Employment Research, Nuremberg, Germany], vol. 42(2), pages 107-120.
    3. Masood Badri & Mugheer Al Khaili & Guang Yang & Muna Al Bahar & Asma Al Rashdi, 2022. "Examining the Structural Effect of Working Time on Well-Being: Evidence from Abu Dhabi," International Journal of Social Sciences, European Research Center, vol. 11(2), pages 24-44, September.
    4. Hyo Sun Jung & Hye Hyun Yoon, 2017. "Error management culture and turnover intent among food and beverage employees in deluxe hotels: the mediating effect of job satisfaction," Service Business, Springer;Pan-Pacific Business Association, vol. 11(4), pages 785-802, December.
    5. MD Mahamudul Hassan & Manimekalai Jambulingam & Elangkovan Narayanan Alagas & Md. Uzir Hossain Uzir & Hussam Al Halbusi, 2023. "Necessities and Ways of Combating Dissatisfactions at Workplaces Against the Job-Hopping Generation Y Employees," Global Business Review, International Management Institute, vol. 24(6), pages 1276-1301, December.
    6. David Bell & Steffen Otterbach & Alfonso Sousa-Poza, 2012. "Work Hours Constraints and Health," Annals of Economics and Statistics, GENES, issue 105-106, pages 35-54.
    7. Fatimah Pa’wan* & Rosmini Omar & Farzana Quoquab Habib & Jihad Mohammad, 2018. "The Influence of Organizational Commitment in Climate for Innovation and Employee Retention Relationship: An Empirical Study in Higher Education Institutions," The Journal of Social Sciences Research, Academic Research Publishing Group, pages 281-294:2.
    8. De Clercq, Dirk & Azeem, Muhammad Umer & Haq, Inam Ul & Bouckenooghe, Dave, 2020. "The stress-reducing effect of coworker support on turnover intentions: Moderation by political ineptness and despotic leadership," Journal of Business Research, Elsevier, vol. 111(C), pages 12-24.
    9. Marloes de Graaf-Zijl, 2005. "The Anatomy of Job Satisfaction and the Role of Contingent Employment Contracts," Tinbergen Institute Discussion Papers 05-119/3, Tinbergen Institute.
    10. Gerold, Stefanie & Nocker, Matthias, 2018. "More Leisure or Higher Pay? A Mixed-methods Study on Reducing Working Time in Austria," Ecological Economics, Elsevier, vol. 143(C), pages 27-36.
    11. Sania Zafar & Danish Ahmed Siddiqui, 2019. "Factors Affecting Employees Performance and Retention: A Comparative Analysis of Banking and Educational Sector of Karachi," Business Management and Strategy, Macrothink Institute, vol. 10(1), pages 93-124, December.
    12. Daniel F. Ofori & Emefa Ansah & Majoreen Osafroadu Amankwah, 2021. "Family Responsive Policies and Employee Turnover Intentions, the Mediating Role of Work Stress: Perspectives from a Developing Country," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(1), pages 392-410.
    13. Çınar, Esra & Basım, H. Nejat, 2022. "Who desires to stay? The role of relational job crafting on the intention to stay with the mediating role of workplace friendship," Journal of East European Management Studies, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 27(4), pages 583-611.
    14. Ha Nam Khanh Giao & Bui Nhat Vuong & Dao Duy Huan & Hasanuzzaman Tushar & Tran Nhu Quan, 2020. "The Effect of Emotional Intelligence on Turnover Intention and the Moderating Role of Perceived Organizational Support: Evidence from the Banking Industry of Vietnam," Sustainability, MDPI, vol. 12(5), pages 1-25, March.
    15. Hardiyana, Aan & Yusup, Maulana & Sidharta, Iwan, 2015. "Perception of Work and Commitment toward Employee Satisfaction on Non-Ministerial Government Agencies in Bandung Indonesia," MPRA Paper 77075, University Library of Munich, Germany, revised Nov 2015.
    16. Ifzal Ahmad & Khalida Begum, 2023. "Impact of abusive supervision on intention to leave: a moderated mediation model of organizational-based self esteem and emotional exhaustion," Asian Business & Management, Palgrave Macmillan, vol. 22(2), pages 669-688, April.
    17. Albert Tchey Agbenyegah, 2019. "An Assessment of the Employee Job Satisfaction: Views from Empirical Perspectives," Journal of Economics and Behavioral Studies, AMH International, vol. 11(2), pages 45-57.
    18. Henneberger, Fred & Sousa-Poza, Alfonso, 2002. "Beweggründe und Determinanten zwischenbetrieblicher Mobilität: Die Schweiz in einer internationalen Perspektive (Motives and determinants of job-to-job mobility : Switzerland in an international persp," Mitteilungen aus der Arbeitsmarkt- und Berufsforschung, Institut für Arbeitsmarkt- und Berufsforschung (IAB), Nürnberg [Institute for Employment Research, Nuremberg, Germany], vol. 35(2), pages 205-231.
    19. Sousa-Poza, Alfonso & Ziegler, Alexandre, 2003. "Asymmetric information about workers' productivity as a cause for inefficient long working hours," Labour Economics, Elsevier, vol. 10(6), pages 727-747, December.
    20. Lara Ayman Abu Bakr Shaalan & Abdel Moniem Elsaid & Eahab Elsaid, 2019. "The Effect of Leader-Member Exchange ¡°LMX¡± on Employee Turnover Intent: An Applied Study on the Telecommunication Sector in Egypt," Journal of Business Administration Research, Journal of Business Administration Research, Sciedu Press, vol. 8(1), pages 1-13, April.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijmpra:v:9:y:2016:i:1:p:24-39. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=91 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.