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Determinants and Consequences of Involuntary Turnover of Sales Personnel (Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawcow)

Author

Listed:
  • Krzysztof Cybulski

    (Wydzial Zarzadzania, Uniwersytet Warszawski)

Abstract

Both voluntary and involuntary turnover of sales personnel has a costly and troublesome impact on virtually all firms operating in different industries. In this paper the author argues that an increasingly important phenomenon of especially involuntary sales force turnover derives mostly from poor managerial practices and, to a certain extent, reflects the inability of sales managers to deal with sales teams problems. An accurate analysis of the phenomenon allowed for identifying practical solutions and showing specific necessary actions that would reduce the volume of sales force involuntary turnover and curb its negative consequences.

Suggested Citation

  • Krzysztof Cybulski, 2016. "Determinants and Consequences of Involuntary Turnover of Sales Personnel (Uwarunkowania oraz konsekwencje wymuszonej fluktuacji sprzedawcow)," Research Reports, University of Warsaw, Faculty of Management, vol. 2(22), pages 194-200.
    • Handle: RePEc:sgm:resrep:v:2:i:22:y:2016:p:194-200
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    File URL: http://www.sim.wz.uw.edu.pl/sites/default/files/artykuly/cybulski.pdf
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    References listed on IDEAS

    as
    1. Rocki-Lee DeWitt, 1993. "The Structural Consequences of Downsizing," Organization Science, INFORMS, vol. 4(1), pages 30-40, February.
    2. 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.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    involuntary turnover of salespeople; turnover costs; causes of involuntary turnover; turnover consequences; reduction of salespeople turnover level.;
    All these keywords.

    JEL classification:

    • A12 - General Economics and Teaching - - General Economics - - - Relation of Economics to Other Disciplines

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