An Empirical Study of Salesforce Turnover
基于一家大型全国性销售组织十年数据，研究了销售人员人口统计特征和工作态度对离职的影响，挑战了以往研究结论，为销售经理和研究者提供了新见解。
Employee turnover is a subject of great importance to practitioners and researchers alike. Though the research on employee turnover in general is extensive, a search of the literature uncovered few truly longitudinal studies of salesperson turnover. On the basis of the general turnover findings, the authors develop seven hypotheses relating salesperson demographic characteristics and job attitudes to turnover and test them by analyzing data gathered over a decade by a large national sales organization. The results raise questions about conclusions from previous studies and afford several new insights and implications for sales managers and researchers.