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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
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    References listed on IDEAS

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    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. 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.
    3. 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.
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