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A longitudinal assessment of change in sales force turnover

Article Abstract:

The utility of salespeople's job stress, perceived fairness, job satisfaction, thoughts of quitting, job comparison, and intention to quit for differentiating individuals who remained in the job from those who left was investigated by using a discriminant model, to analyze data from two points in time. A model that employed residualized gain scores from n = 96 salespeople, was evaluated as were separate discriminant models for both data points. Change in salespeople's intention to quit discriminated effectively between sales force leavers and stayers. Intention to quit at the second time period was useful for classifying leavers and stayers. While the study design may account to some extent for the findings, these findings cast doubt upon the utility of changes in sales job incumbents' job stress, job satisfaction, thoughts of quitting and job comparison predictors of voluntary turnover. (Reprinted by permission of the publisher.)

Research, Employment, Employee retention, Sales personnel, Salespeople, Employee turnover

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Adlife in San Antonio, Texas: it isn't what most outsiders expect

Article Abstract:

The advertising campaigns of several of San Antonio's advertising agencies are discussed. The campaigns reflect the idiosyncracies of the San Antonio market which has a tri-cultural community: Mexican, Anglo, and Texan. For instance, although San Antonio's population is over 50 percent Hispanic, only 15 percent of this Spanish-speaking population can read Spanish. Therefore, most print campaigns are best in English, while Spanish is more effective for TV and radio ads.

Social aspects, Case studies, Advertising agencies, Advertising, San Antonio, Texas, San Antonio

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