IDEAS home Printed from https://ideas.repec.org/a/sgm/resrep/v2i22y2016p194-200.html
   My bibliography  Save this article

Determinants and Consequences of Involuntary Turnover of Sales Personnel (Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawcow)

Author

Listed:
  • Krzysztof Cybulski

    (Wydzial Zarzadzania, Uniwersytet Warszawski)

Abstract

Both voluntary and involuntary turnover of sales personnel has a costly and troublesome impact on virtually all firms operating in different industries. In this paper the author argues that an increasingly important phenomenon of especially involuntary sales force turnover derives mostly from poor managerial practices and, to a certain extent, reflects the inability of sales managers to deal with sales teams problems. An accurate analysis of the phenomenon allowed for identifying practical solutions and showing specific necessary actions that would reduce the volume of sales force involuntary turnover and curb its negative consequences.

Suggested Citation

  • Krzysztof Cybulski, 2016. "Determinants and Consequences of Involuntary Turnover of Sales Personnel (Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawcow)," Research Reports, University of Warsaw, Faculty of Management, vol. 2(22), pages 194-200.
    • Handle: RePEc:sgm:resrep:v:2:i:22:y:2016:p:194-200
    as

    Download full text from publisher

    File URL: http://www.sim.wz.uw.edu.pl/sites/default/files/artykuly/cybulski.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Rocki-Lee DeWitt, 1993. "The Structural Consequences of Downsizing," Organization Science, INFORMS, vol. 4(1), pages 30-40, February.
    2. James S. Boles & George W. Dudley & Vincent Onyemah & Dominique Rouzies & William A. Weeks, 2012. "Sales Force Turnover and Retention: A Research Agenda," Post-Print hal-00663426, HAL.
    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. Riley Dugan & Maria Rouziou & Bryan Hochstein, 2019. "“It is better to be loved than feared: Machiavellianism and the dark side of internal networking”," Marketing Letters, Springer, vol. 30(3), pages 261-274, December.
    2. McKinley, William & Ponemon, Lawrence A. & Schick, Allen G., 1996. "Auditors' perceptions of client firms: The stigma of decline and the stigma of growth," Accounting, Organizations and Society, Elsevier, vol. 21(2-3), pages 193-213.
    3. Muñoz-Bullón, Fernando & Sánchez-Bueno, María José, 2008. "Does downsizing improve organizational performance? An analysis of Spanish manufacturing firms," DEE - Working Papers. Business Economics. WB wb083007, Universidad Carlos III de Madrid. Departamento de Economía de la Empresa.
    4. Ekin Alakent & Seung‐Hyun Lee, 2010. "Do Institutionalized Traditions Matter During Crisis? Employee Downsizing in Korean Manufacturing Organizations," Journal of Management Studies, Wiley Blackwell, vol. 47(3), pages 509-532, May.
    5. Royston Greenwood & Amalia Magán Díaz & Stan Xiao Li & José Céspedes Lorente, 2010. "The Multiplicity of Institutional Logics and the Heterogeneity of Organizational Responses," Organization Science, INFORMS, vol. 21(2), pages 521-539, April.
    6. Johnson, Jeff S. & Friend, Scott B. & Rutherford, Brian N. & Hamwi, G. Alexander, 2016. "Absolute versus relative sales failure," Journal of Business Research, Elsevier, vol. 69(2), pages 596-603.
    7. Skiba, Jenifer & Saini, Amit & Friend, Scott B., 2016. "The effect of managerial cost prioritization on sales force turnover," Journal of Business Research, Elsevier, vol. 69(12), pages 5917-5924.
    8. Mabert, Vincent A. & Schmenner, Roger W., 1997. "Assessing the roller coaster of downsizing," Business Horizons, Elsevier, vol. 40(4), pages 45-53.
    9. Frederic Läger & Yassin Denis Bouzzine & Rainer Lueg, 2022. "The relationship between firm complexity and corporate social responsibility: International evidence from 2010–2019," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 29(3), pages 549-560, May.
    10. Abraham Carmeli & Zachary Sheaffer, 2009. "How Leadership Characteristics Affect Organizational Decline and Downsizing," Journal of Business Ethics, Springer, vol. 86(3), pages 363-378, May.
    11. Cong Feng & Scott Fay & Kexin Xiang, 2021. "When do we need higher educated salespeople? The role of work experience," Review of Managerial Science, Springer, vol. 15(5), pages 1391-1429, July.
    12. Dishop, Christopher R. & Good, Valerie, 2022. "A dynamic system of job performance with goals and leadership changes as shocks," Journal of Business Research, Elsevier, vol. 139(C), pages 602-613.
    13. Doug J. Chung & Byungyeon Kim & Byoung G. Park, 2021. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training," Management Science, INFORMS, vol. 67(11), pages 7046-7074, November.
    14. Jody Hoffer Gittell & Kim Cameron & Sandy Lim & Victor Rivas, 2005. "Relationships, Layoffs, and Organizational Resilience: Airline Industry Responses to September 11," EERI Research Paper Series EERI_RP_2005_06, Economics and Econometrics Research Institute (EERI), Brussels.
    15. Muñoz-Bullón, Fernando, 2008. "Who downsizes for longer? A longitudinal analysis," DEE - Working Papers. Business Economics. WB wb082805, Universidad Carlos III de Madrid. Departamento de Economía de la Empresa.
    16. Saodah Wok, 2017. "The Effects of Organizational Change on Students' Emotions," GATR Journals gjbssr485, Global Academy of Training and Research (GATR) Enterprise.
    17. Hartmann, Nathaniel N. & Rutherford, Brian N. & Park, JungKun, 2017. "Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis," Journal of Business Research, Elsevier, vol. 70(C), pages 153-159.
    18. Sunil J. Ramlall & Saleh Al-Sabaan & Samia Magbool, 2014. "Layoffs, Coping, and Commitment: Impact of Layoffs on Employees and Strategies Used in Coping with Layoffs," Journal of Management and Strategy, Journal of Management and Strategy, Sciedu Press, vol. 5(2), pages 25-30, May.
    19. Alain Pinsonneault & Kenneth L. Kraemer, 2002. "Exploring the Role of Information Technology in Organizational Downsizing: A Tale of Two American Cities," Organization Science, INFORMS, vol. 13(2), pages 191-208, April.
    20. Shobha Mishra & Vibhuti Tripathi, 2022. "Theoretical framework on state-of-the-art sales ethics in marketing," International Journal of System Assurance Engineering and Management, Springer;The Society for Reliability, Engineering Quality and Operations Management (SREQOM),India, and Division of Operation and Maintenance, Lulea University of Technology, Sweden, vol. 13(1), pages 57-78, February.

    More about this item

    Keywords

    involuntary turnover of salespeople; turnover costs; causes of involuntary turnover; turnover consequences; reduction of salespeople turnover level.;
    All these keywords.

    JEL classification:

    • A12 - General Economics and Teaching - - General Economics - - - Relation of Economics to Other Disciplines

    Statistics

    Access and download statistics

    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:sgm:resrep:v:2:i:22:y:2016:p:194-200. 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: the person in charge (email available below). General contact details of provider: https://edirc.repec.org/data/somuwpl.html .

    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.