The utility of salespeople's job stress, perceived fairness,
job satisfaction, thoughts of quitting, job comparison, and
intention to quit for differentiating individuals who re
mained in the job from those who left was investigated by
using a discriminant model, to analyze data from two points
in time. A model that employed residualized gain scores
from n = 96 salespeople, was evaluated as were separate
discriminant models for both data points.
Change in salespeoples' intention to quit discriminated
effectively between sales force leavers and stayers. Inten
tion to quit at the second time period was useful for classify
ing leavers and stayers. While the study design may account
to some extent for the findings, these findings cast doubt
upon the utility of changes in sales job incumbents' job
stress, job satisfaction, thoughts of quitting and job com
parison predictors of voluntary turnover.
Get full access to this article
View all access options for this article.
References
1.
Arnold, H.J., and D.C. Feldman.1982. "Multivariate Analysis of the Determinants of Job Turnover." Journal of Applied Psychology67 (June): 350-360.
2.
Beehr, Terry A., and John E. Newman.1978. "Job Stress, Employee Health, and Organizational Effectiveness: A Facet Analysis, Model, and Literature Review ." Personnel Psychology31: 665-699.
3.
Bernardin, H. John.1977. "The Relationship of Personality Variables to Organizational Withdrawal." Personnel Psychology30: 17-27.
4.
Bluedorn, Allen C.1982. "A Unified Model of Turnover from Organizations ." Human Relations35 (February): 135-153.
5.
Carmines, E.G., and J.P. McIver.1981. "Analyzing Models with Unobserved Variables ." In Social Measurement: Current Issues . G.W. Bohrnstedt and E.F. Borgatta, eds. Beverly Hills, CA : Sage.
6.
Cotton, John L., and Jeffrey M. Tuttle .1986. "Employee Turnover: A Meta-Analysis and Review with Implications for Research." Academy of Management Review11: 55-70.
7.
Crask, Melvin R., and William D. Perreault , Jr.1977. "Validation of Discriminant Analysis in Marketing Research." Journal of Marketing Research, 24: 60-68.
8.
Cronbach, Lee J., and Lita Furby.1970. "How We Should Measure Change-Or Should We?"Psychological Bulletin74: 68-80.
9.
Dillon, W.R.1979. "The Performance of the Linear Discriminant Function in Nonoptimal Situations and the Estimation of Classification Error Rates: A Review of Recent Findings." Journal of Marketing Research16(August): 370-381.
10.
Dittrich, John E., and Michael R. Carrell .1979. "Organizational Equity Perceptions, Employee Job Satisfaction, and Departmental Absence and Turnover Rates." Organizational Behavior and Human Performance24: 29-40.
11.
Dubinsky, A.J., and M. Levy.1989. "Influence of Organizational Fairness on Work Outcomes of Retail Salespeople." Journal of Retailing65 (Summer): 221-252.
12.
Dunham, Randall B., and Jeanne B. Herman .1975. "Development of a Female Faces Scale for Measuring Job Satisfaction." Journal of Applied Psychology60: 629- 631.
13.
Fulk, J., A.P. Brief, and S.H. Barr.1985. "Trust-in- Supervisor and Perceived Fairness and Accuracy of Performance Evaluations." Journal of Business Research13: 301-313.
14.
Futrell, Charles M., and A. Parasuraman.1984. "The Relationship of Satisfaction and Performance to Sales Force Turnover." Journal of Marketing48 (Fall): 33-40.
15.
Goodman, Paul S., and Abraham Friedman .1971. "An Examination of Adam's Theory of Inequity." Administrative Science Quarterly16: 271-288.
16.
Hayduck, L.A.1987. Structural Equation Modeling with LISREL: Essentials and Advances. Baltimore, MD: Johns Hopkins University Press.
17.
Hom, Peter, and Charles L. Hulin .1981. "A Competitive Test of the Prediction of Reenlistment by Several Models." Journal of Applied Psychology66 (June): 23-29.
18.
Hom, Peter, Rodger W. Grifleth, and C. Louise Sellaro .1984. "The Validity of Mobley's (1977) Model of Employee Turnover." Organizational Behavior and Human Performance34 (October): 141-174.
19.
Hom, Peter, A.J. Kinicki, and D. Domm.1990. "Confirmatory Validation of A Theory of Employee Turnover." Working paper, Arizona State University .
20.
House, R.J., and J.R. Rizzo.1972. "Role Conflict and Ambiguity as Critical Variables in a Model of Organizational Behavior." Organizational Behavior and Human Performance7: 467-505.
21.
Huseman, R.C., J.D. Hatfield, and E.W. Miles.1987. "A New Perspective on Equity Theory: The Equity Sensitivity Construct." Academy of Management Journal.
22.
Ilgen, Daniel R., Delbert M. Nebeker, and Robert D. Pritchard .1981. "Expectancy Theory Measures: An Empirical Comparison in an Experimental Simulation." Organizational Behavior and Human Performance28: 189-223.
23.
Ivancevich, John M., and Michael T. Matteson .1987. "Organizational Level Stress Management Interventions: A Review and Recommendations." In Job Stress: From Theory to Suggestion, pp. 229-248. J.M. Ivancevich and D.C. Ganster, eds. San Francisco: Howarth Press.
24.
Ivancevich, John M., Michael T. Matteson, and C. Preston.1982. "Occupational Stress, Type A Behavior, and Physical Well Being." Academy of Management Journal25: 373-391.
25.
Johnston, Mark W., and Charles M. Futrell .1989. "Functional Salesforce Turnover: An Empirical Investigation into the Positive Effects of Turnover ," Journal of Business Research.
26.
Johnston, Mark W., Charles M. Futtrell, A. Parasuraman, and J.K. Sager.1988. "Performance and Job Satisfaction Effects on Salesperson Turnover: A Replication and Extension." Journal of Business Research16: 67-83.
27.
Johnston, Mark W., Charles M. Futtrell, P. "Rajan" Varadarajan, and Jeffrey K. Sager .1987. "The Relationship Between Organizational Commitment, Job Satisfaction, and Turnover Among New Salespeople ." Journal of Personal Selling and Sales Management7: 29-38.
28.
Jolson, Marvin A., Alan J. Dubinsky, and Rolph E. Anderson .1987. "Correlates and Determinants of Sales Force Tenure: An Exploratory Study," Journal of Personal Selling and Sales Management7 (November) : 29-38.
29.
Klecka, W.R.1975. "Discriminant Analysis." In SPSS: Statistical Package for the Social Sciences. Second edition. N.H. Nie, C.H. Hull, J.G. Jenkins, K. Steinbrenner, and D.H. Bent, eds. New York: McGraw-Hill.
30.
Kraut, A.I.1975. "Predicting Turnover of Employees from Measured Job Attitudes ." Organizational Behavior and Human Performance13 (April) : 233-243.
31.
Lee, T.W., and R.T. Mowday.1987. "Voluntarily Leaving an Organization: An Empirical Investigation of Steers and Mowday's Model of Turnover." Academy of Management Journal30: 721-743.
32.
Locke, Edwin A.1976. "The Nature and Causes of Job Satisfaction." In Handbook of Industrial and Organizational Psychology . Marvin D. Dunnette, ed. New York: John Wiley & Sons.
33.
Lord, F.M.1963. "Elementary Models for Measuring Change." In Problems in Measuring Change. C.W. Harris, ed. Madison: University of Wisconsin Press .
34.
Lucas, George, A. Parasuraman, Robert A. Davis, and Ben M. Enis.1987. "An Empirical Study of Salesforce Turnover ." Journal of Marketing51 (July): 34-59.
35.
Martin, T.N.1980. "Modeling the Turnover Process." Journal of Management Studies17 (October): 261-274.
36.
Matsui, Tamao, Makato Kagawa, Jun Nagamatsu, and Yoshie Ohtsuka.1977. "Validity of Expectancy Theory as a Within- Person Behavioral Choice Model for Sales Activities." Journal of Applied Psychology6 (December): 764-767.
37.
Miller, H.E., R. Katerberg, and C.L. Hulin.1979. "Evaluation of the Mobley, Homer, and Hollingsworth Model of Employee Turnover." Journal of Applied Psychology64 (October): 509-517.
38.
Mitchel, James O.1981. "The Effect of Intention, Tenure, Personal, and Organizational Variables on Managerial Turnover." Academy of Management Journal24: 742-751.
39.
Mobley, W.H.1977. "Intermediate Linkages in the Relationship Between Job Satisfaction and Employee Turnover." Journal of Applied Psychology62 (April): 237-240.
40.
Mobley, W.H.1982. "Some Unanswered Questions in Turnover and Withdrawal Research." Academy of Management Review7 (January ): 111-116.
41.
Mobley, W.H., S.O. Homer, and A.T. Hollingsworth .1978. "An Evaluation of Precursors of Hospital Employee Turnover." Journal of Applied Psychology63: 408-414.
42.
Mobley, W.H., R.W. Griffeth, H.H. Hand, and B.M. Meglino.1979. "Review and Conceptual Analysis of the Employee Turnover Process." Psychological Bulletin86: 493-522.
43.
Morrison, D.G.1969. "On the Interpretation of Discriminant Analysis ." Journal of Marketing Research6 (May): 156-163.
44.
Motowidlo, S.J.1983. "Predicting Sales Turnover from Pay Satisfaction and Expectation." Journal of Applied Psychology68: 484-488.
45.
Mowday, Richard T.1987. "Equity Theory Predictions of Behavior in Organizations ." In Motivation and Work Behavior. Richard M. Steers and Lyman W. Porter, eds. New York: McGraw-Hill.
46.
Mowday, Richard T., C.S. Koberg, and A.W. McArthur.1984. "The Psychology of the Withdrawal Process: A Cross-Validational Test of Mobley's Intermediate Linkages Model of Turnover in Two Samples." Academy of Management Journal 27 (March): 79- 94.
47.
Newman, J.1974. "Predicting Absenteeism and Turnover: A Field Comparison of Fishbein's Model and Traditional Job Attitude Measures." Journal of Applied Psychology59: 610-615.
48.
Nunnally, J.C.1978. Psychometric Theory. 2nd Edition. New York: McGraw-Hill .
49.
Parasuraman, A., and Charles Futrell .1983. "Demographics, Job Satisfaction, and Propensity to Leave of Industrial Salesmen." Journal of Business Research11 (March): 33- 48.
50.
Price, J.L.1977. The Study of Turnover. Ames, IA: Iowa State University Press.
51.
Sager, J.K., P.R. Varadarajan, and C.M. Futrell.1988. "Understanding Salesperson Turnover: A Partial Evaluation of Mobley's Turnover Process Model." Journal of Personal Selling and Sales Management 8: (May): 20-35.
52.
Schneider, J.1987. "The People Make the Place." Personnel Psychology40 (Autumn): 437-453.
53.
Sheridan, J.E.1985. "A Catastrophe Model of Employee Withdrawal Leading to Low Job Performance, High Absenteeism, and Job Turnover During the First Year of Employment." Academy of Management Journal28: 88-109.
54.
Sheridan, J.E., and M.A. Abelson.1983. "Cusp Catastrophe Model of Employee Turnover." Academy of Management Journal26: 418-436.
55.
Steel, Robert P., and Nestor K. Ovalle , 2d. 1984. "A Review and Meta-Analysis of Research on the Relationship Between Behavioral Intentions and Employee Turnover." Journal of Applied Psychology69: 673-686.
56.
Steers, Richard M., and R. Mowday.1981. "Employee Turnover and Postdecision Accommodation Processes." In Research in Organizational Behavior, Vol. 3. L. Cummings and B. Staw, eds. Greenwich, CT: JAI Press .
57.
Steffy, Brian D., and Andrew J. Grimes .1986. "A Critical Theory of Organizational Science." Academy of Management Review11 (April): 322-336.
58.
Vroom, Victor H.1964. Work and Motivation. New York : John Wiley & Sons.
59.
Walsh, J.P., S.J. Ashford, and T.H. Hill.1985. "Feedback Obstruction: The Influence of the Information Environment on Employee Turnover Intentions." Human Relations38: 23- 46.
60.
Wanous, John P.1980. Organizational Entry: Recruitment, Selection, and Socialization of Newcomers. Reading, MA: Addison-Wesley.
61.
Williamson, N.C.1983. "A Method for Determining the Causes of Salesperson Turnover ." Journal of Personal Selling and Sales Management3: 26-35.
62.
Youngblood, Stuart A., W.H. Mobley, and B.M. Meglino.1983. "A Longitudinal Analysis of the Turnover Process." Journal of Applied Psychology68: 507-516.
