Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario

Volume: 96, Pages: 100 - 112
Published: Jul 1, 2021
Abstract
Drawing on the Job Demand-Resources (JD-R) theory, the present study investigates the underlying mechanisms through which capability control, a type of behavior-based control, influences salesperson turnover. Using a sample of 145 industrial salesperson–supervisor dyads from different industries, this study's findings reveal that capability control contributes to decreasing salesperson turnover intentions, both directly and indirectly....
Paper Details
Title
Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario
Published Date
Jul 1, 2021
Volume
96
Pages
100 - 112
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