메뉴 건너뛰기




Volumn 24, Issue 1, 2007, Pages 65-76

Using model-based expectations to predict voluntary turnover

Author keywords

Employee satisfaction; Expectations modeling; Sales management; Turnover

Indexed keywords


EID: 33847076751     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ijresmar.2006.09.003     Document Type: Article
Times cited : (16)

References (64)
  • 2
    • 0002498105 scopus 로고
    • Perspectives on behavior-based versus outcome-based salesforce control systems
    • Anderson E., and Oliver R.L. Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing 51 4 (1987) 76-88
    • (1987) Journal of Marketing , vol.51 , Issue.4 , pp. 76-88
    • Anderson, E.1    Oliver, R.L.2
  • 3
    • 20444405530 scopus 로고
    • The antecedents and consequences of customer satisfaction for firms
    • Anderson E.W., and Sullivan M.W. The antecedents and consequences of customer satisfaction for firms. Marketing Science 12 2 (1993) 125-143
    • (1993) Marketing Science , vol.12 , Issue.2 , pp. 125-143
    • Anderson, E.W.1    Sullivan, M.W.2
  • 4
    • 0037786271 scopus 로고
    • Performance and satisfaction in an industrial sales force: An examination of their antecedents and simultaneity
    • Bagozzi R.P. Performance and satisfaction in an industrial sales force: An examination of their antecedents and simultaneity. Journal of Marketing 44 2 (1980) 65-77
    • (1980) Journal of Marketing , vol.44 , Issue.2 , pp. 65-77
    • Bagozzi, R.P.1
  • 5
    • 0442308969 scopus 로고
    • Exploring the distinctive nature of work commitments: Their relationships with personal characteristics, job performance, and propensity to leave
    • Bashaw R.E., and Grant E.S. Exploring the distinctive nature of work commitments: Their relationships with personal characteristics, job performance, and propensity to leave. Journal of Personal Selling and Sales Management 14 2 (1994) 41-56
    • (1994) Journal of Personal Selling and Sales Management , vol.14 , Issue.2 , pp. 41-56
    • Bashaw, R.E.1    Grant, E.S.2
  • 6
    • 20444457159 scopus 로고    scopus 로고
    • The role of change in the relationship between commitment and turnover: A latent growth modeling approach
    • Bentein K., Vandenburg R., Vandenburghe C., and Stinghamber F. The role of change in the relationship between commitment and turnover: A latent growth modeling approach. Journal of Applied Psychology 90 3 (2005) 468-482
    • (2005) Journal of Applied Psychology , vol.90 , Issue.3 , pp. 468-482
    • Bentein, K.1    Vandenburg, R.2    Vandenburghe, C.3    Stinghamber, F.4
  • 7
    • 0002866667 scopus 로고
    • Evaluating service encounters: The effects of physical surroundings and employee responses
    • Bitner M.J. Evaluating service encounters: The effects of physical surroundings and employee responses. Journal of Marketing 54 2 (1990) 69-82
    • (1990) Journal of Marketing , vol.54 , Issue.2 , pp. 69-82
    • Bitner, M.J.1
  • 8
    • 0032220721 scopus 로고    scopus 로고
    • A dynamic model of the duration of the customer's relationship with a continuous service provider: The role of satisfaction
    • Bolton R.N. A dynamic model of the duration of the customer's relationship with a continuous service provider: The role of satisfaction. Marketing Science 17 1 (1998) 45-65
    • (1998) Marketing Science , vol.17 , Issue.1 , pp. 45-65
    • Bolton, R.N.1
  • 10
    • 21844483656 scopus 로고
    • A high-tech product market share model with customer expectations
    • Bridges E., Yim C.K.B., and Briesch R.A. A high-tech product market share model with customer expectations. Marketing Science 14 1 (1995) 61-81
    • (1995) Marketing Science , vol.14 , Issue.1 , pp. 61-81
    • Bridges, E.1    Yim, C.K.B.2    Briesch, R.A.3
  • 11
    • 0001955409 scopus 로고
    • Analyzing the content of marketing journals to assess trends in sales force research: 1980-1992
    • Bush A.J., and Grant E.S. Analyzing the content of marketing journals to assess trends in sales force research: 1980-1992. Journal of Personal Selling and Sales Management 14 3 (1994) 57-68
    • (1994) Journal of Personal Selling and Sales Management , vol.14 , Issue.3 , pp. 57-68
    • Bush, A.J.1    Grant, E.S.2
  • 12
    • 0030554512 scopus 로고    scopus 로고
    • Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction
    • Challagalla G.N., and Shervani T.A. Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction. Journal of Marketing 60 1 (1996) 89-105
    • (1996) Journal of Marketing , vol.60 , Issue.1 , pp. 89-105
    • Challagalla, G.N.1    Shervani, T.A.2
  • 14
    • 32044454710 scopus 로고    scopus 로고
    • Job satisfaction, job performance, and effort: A reexamination using agency theory
    • Christen M., Iyer G., and Soberman D. Job satisfaction, job performance, and effort: A reexamination using agency theory. Journal of Marketing 70 1 (2006) 137-150
    • (2006) Journal of Marketing , vol.70 , Issue.1 , pp. 137-150
    • Christen, M.1    Iyer, G.2    Soberman, D.3
  • 16
    • 0000366750 scopus 로고
    • Organizational climate and job satisfaction in the salesforce
    • Churchill G.A., Ford N.M., and Walker O.C. Organizational climate and job satisfaction in the salesforce. Journal of Marketing Research 13 4 (1976) 323-332
    • (1976) Journal of Marketing Research , vol.13 , Issue.4 , pp. 323-332
    • Churchill, G.A.1    Ford, N.M.2    Walker, O.C.3
  • 19
    • 0002101024 scopus 로고
    • Investigating employee turnover: An application of survival analysis
    • Darden W.R., Hampton R.D., and Boatwright E.W. Investigating employee turnover: An application of survival analysis. Journal of Retailing 63 1 (1987) 69-88
    • (1987) Journal of Retailing , vol.63 , Issue.1 , pp. 69-88
    • Darden, W.R.1    Hampton, R.D.2    Boatwright, E.W.3
  • 20
    • 8844238397 scopus 로고    scopus 로고
    • Links between organizational and customer variables in service delivery
    • Dean A.M. Links between organizational and customer variables in service delivery. International Journal of Service Industry Management 15 4 (2004) 332-350
    • (2004) International Journal of Service Industry Management , vol.15 , Issue.4 , pp. 332-350
    • Dean, A.M.1
  • 21
    • 0001253943 scopus 로고
    • Turnover tendencies among retail salespeople: Relationships with job satisfaction and demographic characteristics
    • American Marketing Association, Chicago, IL
    • Dubinsky A.J., and Skinner S.J. Turnover tendencies among retail salespeople: Relationships with job satisfaction and demographic characteristics. Proceedings of the American Marketing Association Educators' Conference (1984), American Marketing Association, Chicago, IL 153-157
    • (1984) Proceedings of the American Marketing Association Educators' Conference , pp. 153-157
    • Dubinsky, A.J.1    Skinner, S.J.2
  • 22
    • 84950651862 scopus 로고
    • The efficiency of Cox's partial likelihood function for censored data
    • Efron B. The efficiency of Cox's partial likelihood function for censored data. Journal of the American Statistical Association 72 359 (1977) 557-565
    • (1977) Journal of the American Statistical Association , vol.72 , Issue.359 , pp. 557-565
    • Efron, B.1
  • 23
    • 0742321672 scopus 로고    scopus 로고
    • Impact of firm performance expectations on CEO turnover and replacement decisions
    • Farrell K.A., and Whidbee D.A. Impact of firm performance expectations on CEO turnover and replacement decisions. Journal of Accounting and Economics 36 1-3 (2003) 165-196
    • (2003) Journal of Accounting and Economics , vol.36 , Issue.1-3 , pp. 165-196
    • Farrell, K.A.1    Whidbee, D.A.2
  • 24
    • 0002280479 scopus 로고
    • The relationship of satisfaction and performance to salesforce turnover
    • Futrell C.M., and Parasuraman A. The relationship of satisfaction and performance to salesforce turnover. Journal of Marketing 48 4 (1984) 33-40
    • (1984) Journal of Marketing , vol.48 , Issue.4 , pp. 33-40
    • Futrell, C.M.1    Parasuraman, A.2
  • 25
    • 38249022530 scopus 로고
    • Asymptotic efficiency calculations of the partial likelihood estimator
    • Han A.K. Asymptotic efficiency calculations of the partial likelihood estimator. Journal of Econometrics 41 2 (1989) 237-250
    • (1989) Journal of Econometrics , vol.41 , Issue.2 , pp. 237-250
    • Han, A.K.1
  • 27
    • 0030522365 scopus 로고    scopus 로고
    • Working without a net: Time, performance, and turnover under maximally contingent rewards
    • Harrison D.A., Virick M., and William S. Working without a net: Time, performance, and turnover under maximally contingent rewards. Journal of Applied Psychology 81 4 (1996) 331-345
    • (1996) Journal of Applied Psychology , vol.81 , Issue.4 , pp. 331-345
    • Harrison, D.A.1    Virick, M.2    William, S.3
  • 28
    • 0002060428 scopus 로고
    • The identification problem in economic models for duration data
    • Hildebrand W. (Ed), Cambridge University Press, Cambridge, UK
    • Heckman J.J., and Singer B. The identification problem in economic models for duration data. In: Hildebrand W. (Ed). Advances in Econometrics (1982), Cambridge University Press, Cambridge, UK 231-241
    • (1982) Advances in Econometrics , pp. 231-241
    • Heckman, J.J.1    Singer, B.2
  • 30
    • 0032220232 scopus 로고    scopus 로고
    • An exploratory investigation into theoretical mechanisms underlying realistic job previews
    • Hom P.W., Griffeth R.W., Palich L.E., and Bracker J.S. An exploratory investigation into theoretical mechanisms underlying realistic job previews. Personnel Psychology 51 2 (1998) 421-451
    • (1998) Personnel Psychology , vol.51 , Issue.2 , pp. 421-451
    • Hom, P.W.1    Griffeth, R.W.2    Palich, L.E.3    Bracker, J.S.4
  • 31
    • 38249017943 scopus 로고
    • The use of survival analysis to examine sales force turnover of part-time and full-time sales employees
    • Hoverstad R., Moncrief III W.C., and Lucas Jr. G.H. The use of survival analysis to examine sales force turnover of part-time and full-time sales employees. International Journal of Research in Marketing 7 2/3 (1990) 109-119
    • (1990) International Journal of Research in Marketing , vol.7 , Issue.2-3 , pp. 109-119
    • Hoverstad, R.1    Moncrief III, W.C.2    Lucas Jr., G.H.3
  • 32
    • 0000302177 scopus 로고
    • Alternative opportunities and withdrawal decisions: Empirical and theoretical discrepancies and an integration
    • Hulin C.L., Roznowski M., and Hachiya D. Alternative opportunities and withdrawal decisions: Empirical and theoretical discrepancies and an integration. Psychological Bulletin 97 2 (1985) 233-250
    • (1985) Psychological Bulletin , vol.97 , Issue.2 , pp. 233-250
    • Hulin, C.L.1    Roznowski, M.2    Hachiya, D.3
  • 33
    • 0000314720 scopus 로고
    • Personal and organizational variables: Their relative effect on reward valences of industrial salespeople
    • Ingram T.N., and Bellenger D.N. Personal and organizational variables: Their relative effect on reward valences of industrial salespeople. Journal of Marketing Research 20 2 (1983) 198-205
    • (1983) Journal of Marketing Research , vol.20 , Issue.2 , pp. 198-205
    • Ingram, T.N.1    Bellenger, D.N.2
  • 34
    • 21844491622 scopus 로고
    • Reexamination of the met-expectations hypothesis - A longitudinal analysis
    • Irving P.G., and Meyer J.P. Reexamination of the met-expectations hypothesis - A longitudinal analysis. Journal of Applied Psychology 79 6 (1994) 937-949
    • (1994) Journal of Applied Psychology , vol.79 , Issue.6 , pp. 937-949
    • Irving, P.G.1    Meyer, J.P.2
  • 35
    • 84970240691 scopus 로고
    • Evidence for a curvilinear relationship between job performance and turnover
    • Jackofsky E.F., Ferris K.R., and Breckenridge B.G. Evidence for a curvilinear relationship between job performance and turnover. Journal of Management 12 1 (1986) 105-111
    • (1986) Journal of Management , vol.12 , Issue.1 , pp. 105-111
    • Jackofsky, E.F.1    Ferris, K.R.2    Breckenridge, B.G.3
  • 36
    • 21844508037 scopus 로고
    • Rational and adaptive performance expectations in a customer satisfaction framework
    • Johnson M.D., Anderson E.W., and Fornell C. Rational and adaptive performance expectations in a customer satisfaction framework. Journal of Consumer Research 21 4 (1995) 695-707
    • (1995) Journal of Consumer Research , vol.21 , Issue.4 , pp. 695-707
    • Johnson, M.D.1    Anderson, E.W.2    Fornell, C.3
  • 37
    • 21844526521 scopus 로고
    • Performance, attribution, and expectancy linkages in personal selling
    • Johnston W.J., and Kim K. Performance, attribution, and expectancy linkages in personal selling. Journal of Marketing 58 4 (1994) 68-81
    • (1994) Journal of Marketing , vol.58 , Issue.4 , pp. 68-81
    • Johnston, W.J.1    Kim, K.2
  • 39
    • 0000125532 scopus 로고
    • Prospect theory: An analysis of decision under risk
    • Kahneman D., and Tversky A. Prospect theory: An analysis of decision under risk. Econometrica 47 2 (1979) 263-291
    • (1979) Econometrica , vol.47 , Issue.2 , pp. 263-291
    • Kahneman, D.1    Tversky, A.2
  • 41
    • 84973759182 scopus 로고
    • Predicting turnover: An assessment of intent on actual separations
    • Kirschenbaum A., and Weisberg J. Predicting turnover: An assessment of intent on actual separations. Human Relations 43 9 (1990) 829-847
    • (1990) Human Relations , vol.43 , Issue.9 , pp. 829-847
    • Kirschenbaum, A.1    Weisberg, J.2
  • 43
    • 0002274814 scopus 로고
    • Structuring a multiproduct sales force: A practical model-based approach
    • Mantrala M.K., Sinha P., and Zoltners A.A. Structuring a multiproduct sales force: A practical model-based approach. Marketing Science 13 2 (1994) 121-144
    • (1994) Marketing Science , vol.13 , Issue.2 , pp. 121-144
    • Mantrala, M.K.1    Sinha, P.2    Zoltners, A.A.3
  • 44
    • 0001578709 scopus 로고
    • Do good or poor performers leave? A meta-analysis of the relationship between performance and turnover
    • McEvoy G.M., and Cascio W.F. Do good or poor performers leave? A meta-analysis of the relationship between performance and turnover. Academy of Management Journal 30 4 (1987) 744-762
    • (1987) Academy of Management Journal , vol.30 , Issue.4 , pp. 744-762
    • McEvoy, G.M.1    Cascio, W.F.2
  • 45
    • 0003036285 scopus 로고
    • Introducing survival analysis to organizational researchers: A selected application to turnover research
    • Morita J.G., Lee T.W., and Mowday R.T. Introducing survival analysis to organizational researchers: A selected application to turnover research. Journal of Applied Psychology 74 2 (1989) 280-292
    • (1989) Journal of Applied Psychology , vol.74 , Issue.2 , pp. 280-292
    • Morita, J.G.1    Lee, T.W.2    Mowday, R.T.3
  • 46
    • 21344479028 scopus 로고
    • The regression-analog to survival analysis: A selected application to turnover research
    • Morita J.G., Lee T.W., and Mowday R.T. The regression-analog to survival analysis: A selected application to turnover research. Academy of Management Journal 36 6 (1993) 1430-1464
    • (1993) Academy of Management Journal , vol.36 , Issue.6 , pp. 1430-1464
    • Morita, J.G.1    Lee, T.W.2    Mowday, R.T.3
  • 47
    • 0001281286 scopus 로고
    • Rational expectations and the theory of price movement
    • Muth J.F. Rational expectations and the theory of price movement. Econometrica 29 3 (1961) 315-335
    • (1961) Econometrica , vol.29 , Issue.3 , pp. 315-335
    • Muth, J.F.1
  • 48
    • 0000371665 scopus 로고
    • Expectancy theory predictions of salesmen's performance
    • Oliver R.L. Expectancy theory predictions of salesmen's performance. Journal of Marketing Research 11 3 (1974) 243-253
    • (1974) Journal of Marketing Research , vol.11 , Issue.3 , pp. 243-253
    • Oliver, R.L.1
  • 49
    • 0041660934 scopus 로고
    • Demographics, job satisfaction, and propensity to leave of industrial salesmen
    • Parasuraman A., and Futrell C.M. Demographics, job satisfaction, and propensity to leave of industrial salesmen. Journal of Business Research 11 1 (1983) 33-48
    • (1983) Journal of Business Research , vol.11 , Issue.1 , pp. 33-48
    • Parasuraman, A.1    Futrell, C.M.2
  • 50
    • 84973705204 scopus 로고
    • The turnover process in organizations: An explanation of the role of met-unmet expectations
    • Pearson C.A. The turnover process in organizations: An explanation of the role of met-unmet expectations. Human Relations 48 4 (1995) 405-420
    • (1995) Human Relations , vol.48 , Issue.4 , pp. 405-420
    • Pearson, C.A.1
  • 51
    • 0000663033 scopus 로고
    • Turnover research methodology: A critique of traditional designs and a suggested survival model alternative
    • Rowland K.M., and Ferris G.D. (Eds), JAI Press, Greenwich, CT
    • Peters L.H., and Sheridan J.E. Turnover research methodology: A critique of traditional designs and a suggested survival model alternative. In: Rowland K.M., and Ferris G.D. (Eds). Research in Personnel and Human Resources Management Vol. 6 (1988), JAI Press, Greenwich, CT 231-262
    • (1988) Research in Personnel and Human Resources Management , vol.6 , pp. 231-262
    • Peters, L.H.1    Sheridan, J.E.2
  • 52
    • 0033246085 scopus 로고    scopus 로고
    • What you don't know about customer-perceived quality: The role of customer expectations
    • Rust R.T., Inman J.J., Jia J., and Zahorik A. What you don't know about customer-perceived quality: The role of customer expectations. Marketing Science 18 1 (1999) 77-92
    • (1999) Marketing Science , vol.18 , Issue.1 , pp. 77-92
    • Rust, R.T.1    Inman, J.J.2    Jia, J.3    Zahorik, A.4
  • 54
    • 10244221169 scopus 로고    scopus 로고
    • Integrating expectations, experiences, and psychological contract violations: A longitudinal study of new professionals
    • Sutton G., and Griffin M.A. Integrating expectations, experiences, and psychological contract violations: A longitudinal study of new professionals. Journal of Occupational and Organizational Psychology 77 4 (2004) 493-514
    • (2004) Journal of Occupational and Organizational Psychology , vol.77 , Issue.4 , pp. 493-514
    • Sutton, G.1    Griffin, M.A.2
  • 55
    • 0003155895 scopus 로고
    • Causal attributions and expectancy estimates: A framework for understanding the dynamics of salesforce motivation
    • Teas R.K., and McElroy J.C. Causal attributions and expectancy estimates: A framework for understanding the dynamics of salesforce motivation. Journal of Marketing 50 1 (1986) 75-86
    • (1986) Journal of Marketing , vol.50 , Issue.1 , pp. 75-86
    • Teas, R.K.1    McElroy, J.C.2
  • 56
    • 84993021371 scopus 로고
    • Job satisfaction, organizational commitment, turnover intention, and turnover: Path analyses based on meta-analytic findings
    • Tett R.P., and Meyer J.P. Job satisfaction, organizational commitment, turnover intention, and turnover: Path analyses based on meta-analytic findings. Personnel Psychology 46 2 (1993) 259-293
    • (1993) Personnel Psychology , vol.46 , Issue.2 , pp. 259-293
    • Tett, R.P.1    Meyer, J.P.2
  • 57
    • 0000538440 scopus 로고
    • Mental accounting and consumer choice
    • Thaler R. Mental accounting and consumer choice. Marketing Science 4 3 (1985) 199-214
    • (1985) Marketing Science , vol.4 , Issue.3 , pp. 199-214
    • Thaler, R.1
  • 58
    • 21844513938 scopus 로고
    • Role of causal attributions in dynamic self-regulation and goal processes
    • Thomas K.M., and Mathieu J.E. Role of causal attributions in dynamic self-regulation and goal processes. Journal of Applied Psychology 79 6 (1994) 812-818
    • (1994) Journal of Applied Psychology , vol.79 , Issue.6 , pp. 812-818
    • Thomas, K.M.1    Mathieu, J.E.2
  • 59
    • 0000182481 scopus 로고
    • Motivation and performance in industrial selling: Present knowledge and needed research
    • Walker O.C., Churchill Jr. G.A., and Ford N.M. Motivation and performance in industrial selling: Present knowledge and needed research. Journal of Marketing Research 14 2 (1977) 156-168
    • (1977) Journal of Marketing Research , vol.14 , Issue.2 , pp. 156-168
    • Walker, O.C.1    Churchill Jr., G.A.2    Ford, N.M.3
  • 60
    • 0003102599 scopus 로고
    • Where do we go from here? Selected conceptual and empirical issues concerning the motivation and performance of the industrial salesforce
    • Albaum G., and Churchill Jr. G.A. (Eds), Division of Research, College of Business Administration, University of Oregon, Eugene, OR, Eugene, OR 97403
    • Walker O.C., Churchill Jr. G.A., and Ford N.M. Where do we go from here? Selected conceptual and empirical issues concerning the motivation and performance of the industrial salesforce. In: Albaum G., and Churchill Jr. G.A. (Eds). Critical Issues in Sales Management: State-of-the-Art and Future Research Needs (1979), Division of Research, College of Business Administration, University of Oregon, Eugene, OR, Eugene, OR 10-75 97403
    • (1979) Critical Issues in Sales Management: State-of-the-Art and Future Research Needs , pp. 10-75
    • Walker, O.C.1    Churchill Jr., G.A.2    Ford, N.M.3
  • 61
    • 21344484134 scopus 로고
    • Another look at the relationship between performance and voluntary turnover
    • Williams C.R., and Livingstone L.P. Another look at the relationship between performance and voluntary turnover. Academy of Management Journal 37 2 (1994) 269-298
    • (1994) Academy of Management Journal , vol.37 , Issue.2 , pp. 269-298
    • Williams, C.R.1    Livingstone, L.P.2
  • 62
    • 0001844520 scopus 로고
    • Met expectations and turnover in direct selling
    • Wotruba T.R., and Tyagi P.K. Met expectations and turnover in direct selling. Journal of Marketing 55 3 (1991) 24-35
    • (1991) Journal of Marketing , vol.55 , Issue.3 , pp. 24-35
    • Wotruba, T.R.1    Tyagi, P.K.2
  • 63
    • 0345304293 scopus 로고    scopus 로고
    • The moderating role of confidence in expectations and the asymmetric influence of disconfirmation on customer satisfaction
    • Yi Y.J., and La S. The moderating role of confidence in expectations and the asymmetric influence of disconfirmation on customer satisfaction. Service Industries Journal 23 5 (2003) 20-47
    • (2003) Service Industries Journal , vol.23 , Issue.5 , pp. 20-47
    • Yi, Y.J.1    La, S.2
  • 64
    • 2442538190 scopus 로고    scopus 로고
    • What influences the relationship between customer satisfaction and repurchase intention? Investigating the effects of adjusted expectations and customer loyalty
    • Yi Y.J., and La S. What influences the relationship between customer satisfaction and repurchase intention? Investigating the effects of adjusted expectations and customer loyalty. Psychology and Marketing 21 5 (2004) 351-373
    • (2004) Psychology and Marketing , vol.21 , Issue.5 , pp. 351-373
    • Yi, Y.J.1    La, S.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.