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The Relationship of Satisfaction and Performance to Salesforce Turnover
Charles M. Futrell and A. Parasuraman
Journal of Marketing
Vol. 48, No. 4 (Autumn, 1984), pp. 33-40
Published by: American Marketing Association
Stable URL: http://www.jstor.org/stable/1251508
Page Count: 8
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This article reviews pertinent research related to the antecedents of turnover and discusses a research study involving a national industrial firm's salesforce. The study examined the moderating effect of salespeople's performance on the relationship between their job satisfaction and propensity to leave their firm. The paper concludes with implications for researchers and sales managers.
Journal of Marketing © 1984 American Marketing Association