Article Abstract:
Effective and ineffective plateaued salespersons in two companies with different business strategies are compared in terms of job histories, job satisfaction, perceived work environments, career stages, perceptions of success, and attitudes on careers. It is shown that the business strategy of the firms has a considerable impact on the incidence of plateauing as well as on the performance of the plateaued worker. Reasons why the results of the research should be viewed with caution are described, and areas for further research on plateaued workers are discussed.
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Article Abstract:
Turnover can be functional or beneficial for an organization. Turnover may lower costs by replacing high salaried employees with lower salaried new hires. Turnover of low producing employees may be beneficial if better replacements can be found. Job satisfaction suffers if low performers stay and tolerate stressful conditions. Absenteeism may have allowed the employee to seek other employment, as well as avoid a stressful job.
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Article Abstract:
Data was collected in a large retail organization in a Midwestern city. Salespersons were interviewed; their supervisors were also interviewed and trained. An anonymous questionnaire was used to survey all participants. Goal setting and feedback between salespersons and supervisors produced both better outcomes and better behavior in sales performance.
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