SEX-DIFFERENCES IN THE EFFECT OF SATISFACTION WITH PAY ON SALES FORCETURNOVER

Authors
ROBERTS JA CHONKO LB
Citation
Ja. Roberts et Lb. Chonko, SEX-DIFFERENCES IN THE EFFECT OF SATISFACTION WITH PAY ON SALES FORCETURNOVER, Journal of social behavior and personality, 9(3), 1994, pp. 507-516
Citations number
33
Categorie Soggetti
Psychology, Social
Journal title
Journal of social behavior and personality → ACNP
ISSN journal
08861641
Volume
9
Issue
3
Year of publication
1994
Pages
507 - 516
Database
ISI
SICI code
0886-1641(1994)9:3<507:SITEOS>2.0.ZU;2-8
Abstract
The changing gender composition of sales forces suggests that research if needed to examine how men and women view various rewards issued in sales organizations. One important reward used by sales force managem ent is compensation. This study investigated the relationship of satis faction with pay to the intention to seek new jobs (turnover) for men and women in sales. This study found no difference in the effect satis faction with pay had on men's and women's intentions to turnover. Impl ications for sales force management are discussed