IDEAS home Printed from https://ideas.repec.org/a/gam/jsusta/v13y2021i2p750-d480135.html
   My bibliography  Save this article

How Can Companies Decrease Salesperson Turnover Intention? The Corporate Social Responsibility Intervention

Author

Listed:
  • Sandra Castro-González

    (Department of Business Organization and Commercialization, Universidade de Santiago de Compostela, 27002 Lugo, Spain)

  • Belén Bande

    (Department of Business Organization and Commercialization, Universidade de Santiago de Compostela, 27002 Lugo, Spain)

  • Guadalupe Vila-Vázquez

    (Department of Business Organization and Commercialization, Universidade de Santiago de Compostela, 15782 Santiago de Compostela, Spain)

Abstract

Salespeople turnover is a key issue that can threaten a company’s survival, either by reducing its income or increasing its expenses. The purpose of this study is to analyze the impact of corporate social responsibility (CSR) practices on the salespeople turnover. Drawing from social network theory, this research suggests that the perception of CSR practices influences salespeople turnover through their impact on the perception of the company’s reputation and the organizational pride that sellers experience. Additionally, the moderating role of interpersonal justice in the CSR-organizational pride relationship is analyzed. The data was collected from a sample of 176 salespeople and their supervisors from 96 companies. Structural equation modeling was used to analyze the psychometric properties of the measurement scales and to test the proposed direct hypotheses, and conditional process analysis was used to test the proposed mediation hypothesis. The results indicate that CSR is negatively related to salesperson turnover via the perceived salespeople’s organizational pride and organizational reputation. Furthermore, this study’s findings confirm the importance of a salesperson’s interpersonal justice for these relationships. This study contributes to the existing sales and management literature by enhancing our understanding of how to reduce salespeople turnover intention. Specifically, it underlines the role of CSR practices in reducing those intentions.

Suggested Citation

  • Sandra Castro-González & Belén Bande & Guadalupe Vila-Vázquez, 2021. "How Can Companies Decrease Salesperson Turnover Intention? The Corporate Social Responsibility Intervention," Sustainability, MDPI, vol. 13(2), pages 1-16, January.
    • Handle: RePEc:gam:jsusta:v:13:y:2021:i:2:p:750-:d:480135
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/2071-1050/13/2/750/pdf
    Download Restriction: no
    File URL: https://www.mdpi.com/2071-1050/13/2/750/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Abagail McWilliams & Donald S. Siegel & Patrick M. Wright, 2006. "Corporate Social Responsibility: Strategic Implications," Journal of Management Studies, Wiley Blackwell, vol. 43(1), pages 1-18, January.
    2. Mariam Farooq & Omer Farooq & Walid Cheffi, 2019. "How Do Employees Respond to the CSR Initiatives of their Organizations: Empirical Evidence from Developing Countries," Sustainability, MDPI, vol. 11(9), pages 1-14, May.
    3. Tyler, Tom R. & Blader, Steven L., 2002. "Autonomous vs. comparative status: Must we be better than others to feel good about ourselves?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 89(1), pages 813-838, September.
    4. Leemen Lee & Li‐Fei Chen, 2018. "Boosting employee retention through CSR: A configurational analysis," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 25(5), pages 948-960, September.
    5. Inyong Shin & Won-Moo Hur & Seongho Kang, 2016. "Employees’ Perceptions of Corporate Social Responsibility and Job Performance: A Sequential Mediation Model," Sustainability, MDPI, vol. 8(5), pages 1-12, May.
    6. Jean-Pascal Gond & Assâad El Akremi & Valérie Swaen & Nishat Babu, 2017. "The psychological microfoundations of corporate social responsibility: A person-centric systematic review," Post-Print halshs-01698534, HAL.
    7. Muddassar Sarfraz & Wang Qun & Muhammad Ibrahim Abdullah & Adnan Tariq Alvi, 2018. "Employees’ Perception of Corporate Social Responsibility Impact on Employee Outcomes: Mediating Role of Organizational Justice for Small and Medium Enterprises (SMEs)," Sustainability, MDPI, vol. 10(7), pages 1-19, July.
    8. Kenneth De Roeck & Assâad El Akremi & Valérie Swaen, 2016. "Consistency Matters! How and When Does Corporate Social Responsibility Affect Employees’ Organizational Identification?," Journal of Management Studies, Wiley Blackwell, vol. 53(7), pages 1141-1168, November.
    9. E. Arikan & D. Kantur & C. Maden & E. Telci, 2016. "Investigating the mediating role of corporate reputation on the relationship between corporate social responsibility and multiple stakeholder outcomes," Quality & Quantity: International Journal of Methodology, Springer, vol. 50(1), pages 129-149, January.
    10. Yongrok Choi & Yanni Yu, 2014. "The Influence of Perceived Corporate Sustainability Practices on Employees and Organizational Performance," Sustainability, MDPI, vol. 6(1), pages 1-17, January.
    11. 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.
    12. Duygu Turker, 2009. "Measuring Corporate Social Responsibility: A Scale Development Study," Journal of Business Ethics, Springer, vol. 85(4), pages 411-427, April.
    13. David A. Jones & Alexander Newman & Ruodan Shao & Fang Lee Cooke, 2019. "Advances in Employee-Focused Micro-Level Research on Corporate Social Responsibility: Situating New Contributions Within the Current State of the Literature," Journal of Business Ethics, Springer, vol. 157(2), pages 293-302, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Erum Shaikh & Mohsen Brahmi & Pham Chien Thang & Waqas Ahmad Watto & Ta Thi Nguyet Trang & Nguyen Thi Loan, 2022. "Should I Stay or Should I Go? Explaining the Turnover Intentions with Corporate Social Responsibility (CSR), Organizational Identification and Organizational Commitment," Sustainability, MDPI, vol. 14(10), pages 1-16, May.

    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. Erifili-Christina Chatzopoulou & Dimitris Manolopoulos & Vasia Agapitou, 2022. "Corporate Social Responsibility and Employee Outcomes: Interrelations of External and Internal Orientations with Job Satisfaction and Organizational Commitment," Journal of Business Ethics, Springer, vol. 179(3), pages 795-817, September.
    2. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    3. Sandra Castro-González & Belén Bande & Pilar Fernández-Ferrín, 2019. "Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions," Sustainability, MDPI, vol. 11(7), pages 1-17, April.
    4. Pasricha, Palvi & Nivedhitha, K.S. & Raghuvanshi, Juhi, 2023. "The perceived CSR-innovative behavior conundrum: Towards unlocking the socio-emotional black box," Journal of Business Research, Elsevier, vol. 161(C).
    5. Zucheng Zhou & Ben Nanfeng Luo & Thomas Li‐Ping Tang, 2018. "Corporate Social Responsibility Excites ‘Exponential’ Positive Employee Engagement: The Matthew Effect in CSR and Sustainable Policy," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 25(4), pages 339-354, July.
    6. David A. Jones & Alexander Newman & Ruodan Shao & Fang Lee Cooke, 2019. "Advances in Employee-Focused Micro-Level Research on Corporate Social Responsibility: Situating New Contributions Within the Current State of the Literature," Journal of Business Ethics, Springer, vol. 157(2), pages 293-302, June.
    7. Karola Bastini & Rudolf Kerschreiter & Maik Lachmann & Matthias Ziegler & Tim Sawert, 2024. "Encouraging Individual Contributions to Net-Zero Organizations: Effects of Behavioral Policy Interventions and Social Norms," Journal of Business Ethics, Springer, vol. 192(3), pages 543-560, July.
    8. Basheer M. Al-Ghazali & M. Sadiq Sohail & Ibrahim Ali M. Jumaan, 2021. "CSR Perceptions and Career Satisfaction: The Role of Psychological Capital and Moral Identity," Sustainability, MDPI, vol. 13(12), pages 1-22, June.
    9. Sophie Lythreatis & Ahmed Mohammed Sayed Mostafa & Xiaojun Wang, 2019. "Participative Leadership and Organizational Identification in SMEs in the MENA Region: Testing the Roles of CSR Perceptions and Pride in Membership," Journal of Business Ethics, Springer, vol. 156(3), pages 635-650, May.
    10. Hans Jaich, 2022. "Linking environmental management and employees' organizational identification: The mediating role of environmental attitude," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 29(2), pages 305-315, March.
    11. Bonnie Simpson & Jennifer L. Robertson & Katherine White, 2020. "How Co-creation Increases Employee Corporate Social Responsibility and Organizational Engagement: The Moderating Role of Self-Construal," Journal of Business Ethics, Springer, vol. 166(2), pages 331-350, October.
    12. Byung‐Jik Kim & Nayoung Jeon & Harim Sohn & Nahee Lee & Min‐Jik Kim, 2024. "The impact of corporate social responsibility on employee burnout: The crucial role of work overload," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 31(5), pages 4345-4360, September.
    13. Bilal Afsar & Basheer Al‐Ghazali & Waheed Umrani, 2020. "Retracted: Corporate social responsibility, work meaningfulness, and employee engagement: The joint moderating effects of incremental moral belief and moral identity centrality," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 27(3), pages 1264-1278, May.
    14. Basheer M. Al-Ghazali & M. Sadiq Sohail, 2021. "The Impact of Employees’ Perceptions of CSR on Career Satisfaction: Evidence from Saudi Arabia," Sustainability, MDPI, vol. 13(9), pages 1-26, May.
    15. Sandra Castro‐González & Belén Bande & Takuma Kimura, 2019. "How and when corporate social responsibility affects salespeople's organizational citizenship behaviors?: The moderating role of ethics and justice," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 26(3), pages 548-558, May.
    16. Susana Rodrigues & Teresa Proença & Marisa R. Ferreira, 2024. "Insights into employee perspectives on corporate social responsibility policies and practices: Embeddedness, participation, and meaningfulness through work," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 31(4), pages 3502-3516, July.
    17. Hericher, Corentin & Bridoux, Flore & Raineri, Nicolas, 2023. "I feel morally elevated by my organization’s CSR, so I contribute to it," Journal of Business Research, Elsevier, vol. 169(C).
    18. María Garrido‐Ruso & Beatriz Aibar‐Guzmán, 2022. "The moderating effect of contextual factors and employees' demographic features on the relationship between CSR and work‐related attitudes: A meta‐analysis," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 29(5), pages 1839-1854, September.
    19. Yi-Ping Chang & Hsiu-Hua Hu & Chih-Ming Lin, 2021. "Consistency or Hypocrisy? The Impact of Internal Corporate Social Responsibility on Employee Behavior: A Moderated Mediation Model," Sustainability, MDPI, vol. 13(17), pages 1-21, August.
    20. Golob, Urša & Podnar, Klement, 2021. "Corporate marketing and the role of internal CSR in employees’ life satisfaction: Exploring the relationship between work and non-work domains," Journal of Business Research, Elsevier, vol. 131(C), pages 664-672.

    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:gam:jsusta:v:13:y:2021:i:2:p:750-:d:480135. 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: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    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.