Performance and job satisfaction effects on salesperson turnover: A replication and extension

Abstract

The present study replicates a salesperson-turnover study reported by Futrell and Parasuraman [28] by examining the strength of the relationship of five dimensions of job satisfaction to propensity to leave for high- and low-performing groups of salespeople. Current knowledge about salesperson behavior is extended by testing the hypothesis that propensity to leave is a strong predictor of actual turnover behavior. The results indicate that performance has a direct influence on turnover. Propensity to leave operates as one of the intervening variables in the turnover process of salespeople. A more complex relationship may exist between job satisfaction, performance, propensity to leave, and actual turnover than that reported by Futrell and Parasuraman [28].