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Controlling sales force turnover costs through optimal recruiting and training policies

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  • Darmon, Rene Y.

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  • Darmon, Rene Y., 2004. "Controlling sales force turnover costs through optimal recruiting and training policies," European Journal of Operational Research, Elsevier, vol. 154(1), pages 291-303, April.
    • Handle: RePEc:eee:ejores:v:154:y:2004:i:1:p:291-303
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    References listed on IDEAS

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    1. Johnston, Mark W. & Futrell, Charles M., 1989. "Functional salesforce turnover: An empirical investigation into the positive effects of turnover," Journal of Business Research, Elsevier, vol. 18(2), pages 141-157, March.
    2. Johnston, Mark W. & Parasuraman, A. & Futrell, Charles M. & Sager, Jeffrey, 1988. "Performance and job satisfaction effects on salesperson turnover: A replication and extension," Journal of Business Research, Elsevier, vol. 16(1), pages 67-83, January.
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    Cited by:

    1. Symitsi, Efthymia & Stamolampros, Panagiotis & Daskalakis, George & Korfiatis, Nikolaos, 2021. "The informational value of employee online reviews," European Journal of Operational Research, Elsevier, vol. 288(2), pages 605-619.
    2. Kadic-Maglajlic, Selma & Boso, Nathaniel & Micevski, Milena, 2018. "How internal marketing drive customer satisfaction in matured and maturing European markets?," Journal of Business Research, Elsevier, vol. 86(C), pages 291-299.
    3. Marie Doumic & Mathieu Mezache & Benoît Perthame & Edouard Ribes & Delphine Salort, 2017. "Strategic Workforce Planning and sales force : a demographic approach to productivity," Working Papers hal-01449812, HAL.

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