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Functional salesforce turnover: An empirical investigation into the positive effects of turnover

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  • Johnston, Mark W.
  • Futrell, Charles M.

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  • 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.
    • Handle: RePEc:eee:jbrese:v:18:y:1989:i:2:p:141-157
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    Cited by:

    1. Robert Mayberry & James Sanders Boles & Naveen Donthu, 2018. "An escalation of commitment perspective on allocation-of-effort decisions in professional selling," Journal of the Academy of Marketing Science, Springer, vol. 46(5), pages 879-894, September.
    2. André de Waal, 2017. "Evaluating High Performance the Evidence-Based Way: The Case of the Swagelok Transformers," SAGE Open, , vol. 7(4), pages 21582440177, October.
    3. 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.
    4. Schwepker, Charles Jr., 2001. "Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforce," Journal of Business Research, Elsevier, vol. 54(1), pages 39-52, October.
    5. 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.
    6. Rodriguez Cano, Cynthia & Sams, Doreen, 2010. "Body modifications and young adults: Predictors of intentions to engage in future body modification," Journal of Retailing and Consumer Services, Elsevier, vol. 17(1), pages 80-87.
    7. Russ, Frederick A. & McNeilly, Kevin M., 1995. "Links among satisfaction, commitment, and turnover intentions: The moderating effect of experience, gender, and performance," Journal of Business Research, Elsevier, vol. 34(1), pages 57-65, September.
    8. Pinna, Roberta & De Simone, Silvia & Cicotto, Gianfranco & Malik, Ashish, 2020. "Beyond organisational support: Exploring the supportive role of co-workers and supervisors in a multi-actor service ecosystem," Journal of Business Research, Elsevier, vol. 121(C), pages 524-534.

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