Abstract
Behavioral intentions play an uncertain role in turnover of salespeople. To assess relationships between behavioral intentions and turnover, this study tests three path models derived from Mobley's (1977) turnover model using a longitudinal sample of salespeople. In the best model, thinking of quitting predicts intention to leave; intention to leave predicts intention to search; and intention to search predicts turnover. The findings imply that researchers need to examine separately determinants of searching for another job as opposed to those of intention to leave. Another implication is that a salesperson can intend to quit yet remain in a job indefinitely
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