The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model
Description:
Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists concerning turnover of employees and determinants of employee performance, more empirical study specific to the sales force as a research population is needed to assess the nature of turnover and performanc…
more
Date:
August 2001
Creator:
Rylander, David H.