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The effects of control, trust, and justice on salesperson turnover

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  • Brashear, Thomas G.
  • Manolis, Chris
  • Brooks, Charles M.

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  • Brashear, Thomas G. & Manolis, Chris & Brooks, Charles M., 2005. "The effects of control, trust, and justice on salesperson turnover," Journal of Business Research, Elsevier, vol. 58(3), pages 241-249, March.
    • Handle: RePEc:eee:jbrese:v:58:y:2005:i:3:p:241-249
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    References listed on IDEAS

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    1. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    2. McNeilly, Kevin & Goldsmith, Ronald E., 1991. "The moderating effects of gender and performance on job satisfaction and intentions to leave in the sales force," Journal of Business Research, Elsevier, vol. 22(3), pages 219-232, May.
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    Cited by:

    1. Liang, Xiaoning & Frösén, Johanna, 2020. "Examining the link between marketing controls and firm performance: The mediating effect of market-focused learning capability," Journal of Business Research, Elsevier, vol. 109(C), pages 545-556.
    2. Li, Jun (Justin) & Kim, Woo Gon & Zhao, Xinyuan (Roy), 2017. "Multilevel model of management support and casino employee turnover intention," Tourism Management, Elsevier, vol. 59(C), pages 193-204.
    3. Inmaculada Silla & Francisco J. Gracia & José M. Peiró, 2020. "Upward Voice: Participative Decision Making, Trust in Leadership and Safety Climate Matter," Sustainability, MDPI, vol. 12(9), pages 1-17, May.
    4. Stacy H. Lee & Jung Ha-Brookshire, 2017. "Ethical Climate and Job Attitude in Fashion Retail Employees’ Turnover Intention, and Perceived Organizational Sustainability Performance: A Cross-Sectional Study," Sustainability, MDPI, vol. 9(3), pages 1-19, March.
    5. Raj Agnihotri, 2018. "Ramendra Singh: sales and distribution management: a practice-based approach," DECISION: Official Journal of the Indian Institute of Management Calcutta, Springer;Indian Institute of Management Calcutta, vol. 45(3), pages 281-283, September.
    6. Varela-Neira, Concepción & Araujo, Marisa del Río & Sanmartín, Emilio Ruzo, 2018. "How and when a salesperson's perception of organizational politics relates to proactive performance," European Management Journal, Elsevier, vol. 36(5), pages 660-670.
    7. Luke Treglown & Katarina Zivkov & Anthony Zarola & Adrian Furnham, 2018. "Intention to quit and the role of dark personality and perceived organizational support: A moderation and mediation model," PLOS ONE, Public Library of Science, vol. 13(3), pages 1-13, March.
    8. Ambrose, Scott C. & Waguespack, Blaise P. & Rutherford, Brian N., 2021. "The negative effects of travel friction among road warrior salespeople," Journal of Air Transport Management, Elsevier, vol. 95(C).
    9. DeConinck, James B., 2011. "The effects of ethical climate on organizational identification, supervisory trust, and turnover among salespeople," Journal of Business Research, Elsevier, vol. 64(6), pages 617-624, June.
    10. Tatiana V. Volchenko & Lyudmila S. Ruzhanskaya & Maxim A. Fokeev, 2021. "Non-cognitive skills of employees and their influence on voluntary turnover," Upravlenets, Ural State University of Economics, vol. 12(2), pages 87-101, April.
    11. Arnold, Markus C. & Artz, Martin, 2015. "Target difficulty, target flexibility, and firm performance: Evidence from business units’ targets," Accounting, Organizations and Society, Elsevier, vol. 40(C), pages 61-77.
    12. Aktaş Güzel, Sonnur & Özer, Gökhan & Özcan, Murat, 2019. "The effect of the variables of tax justice perception and trust in government on tax compliance: The case of Turkey," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 78(C), pages 80-86.
    13. 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.
    14. DeConinck, James B., 2010. "The effect of organizational justice, perceived organizational support, and perceived supervisor support on marketing employees' level of trust," Journal of Business Research, Elsevier, vol. 63(12), pages 1349-1355, December.
    15. Habib Gul & Zahid Rehman & Muhammad Usman & Sikander Hussain, 2015. "The Effect of Organizational Justice on Employee Turnover Intention with the Mediating role of Emotional Exhaustion in the Banking Sector of Afghanistan," International Journal of Management Sciences, Research Academy of Social Sciences, vol. 5(4), pages 272-285.
    16. 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.
    17. Sánchez, José M. & Vélez, María L. & Ramón-Jerónimo, María A., 2012. "Do suppliers' formal controls damage distributors' trust?," Journal of Business Research, Elsevier, vol. 65(7), pages 896-906.
    18. Xiaochuan Song & Graham H. Lowman & Peter Harms, 2020. "Justice for the Crowd: Organizational Justice and Turnover in Crowd-Based Labor," Administrative Sciences, MDPI, vol. 10(4), pages 1-37, November.

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