Functionality of turnover intention and management strategies for sales force: an empirical investigation
by M.A. Sanjeev; Naseem Abidi; A.V. Surya
International Journal of Management Practice (IJMP), Vol. 9, No. 1, 2016

Abstract: The profession of 'personal selling' is replete with problems of high turnover due to lack of 'job satisfaction'. The lack of job satisfaction leads to build up of 'turnover intention' among employees and translates in to 'turnover' at an opportune and suitable moment. The relation between job satisfaction and turnover intention has been proven to be conclusively negative. This study aims to explore the existence of a contradictory 'positive' relationship between job satisfaction and turnover intention, which can be categorised as 'dysfunctional turnover intention'. The study also explores whether practising managers are able to identify this dysfunctional turnover intention and if so what strategies are used to manage the dysfunctional turnover. Findings confirm the existence of 'dysfunctional turnover intention' among the research subjects; where there is uncommon positive relation between 'job satisfaction' and 'turnover intention'. It also appears that the line managers have developed their own strategies to manage such dysfunctional cases.

Online publication date: Mon, 22-Feb-2016

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