Construct validation and exploration of turnover intentions of sales employees: evidences from India

Abstract

Turnover and turnover intentions (TOI) appear to be important variables for study in sales management. By virtue of their job profile, sales employees are required to respond to multiple demands from co-workers, customers and their respective family members as well, which eventually lead to negative outcomes such as stress. This in turn results in withdrawal decision process that finally leads to quitting. Of importance to the study is turnover intentions measurement. The study first validated the modified version of Ku (2007) scale in Indian context using exploratory factor analysis (EFA) and confirmatory factor analysis (CFA). The results of the data analysis are in line with the indications in the literature. Further, this study explored the impact of demographic variables on turnover intentions of sales employees in India. The study contributed to the sales management literature by identifying the key demographic variables that can have an effect on sales employee's turnover intentions. Results indicated that sales employee intent to leave an organisation is associated with both work (hierarchy and annual salary) as well as family related domains (marital status, presence of children). Implications of these findings are discussed.