Salesperson turnover intention: a tale of two countries

What is it about?

Employee turnover is a major challenge for sales organizations in view of the hiring and training costs, lost sales, and competitive moves. Salespeople turnover as well as turnover intentions have been studied extensively in different cultural contexts. Sales managers of multinational companies need to understand that salespeople in countries with similar cultural indices respond differently to the same management system and practices. This study provides evidence that salespeople from developing economies that share similar cultural characteristics differ in how their level of trust in supervisor, regulation of emotion, interpersonal conflict, and felt stress relate to turnover intentions.

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