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Sales leadership; leadership worthiness; turnover intentions; identification with manager; trust in manager; gratitude; CHARISMATIC LEADERSHIP; JOB-PERFORMANCE; TRUST; MODEL; COMMITMENT; IMPACT; POWER
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Full-Text Articles in Business
The Pull-To-Stay Effect: Influence Of Sales Managers' Leadership Worthiness On Salesperson Turnover Intentions, Vishag Badrinarayanan, Aditya Gupta, Nawar N. Chaker
The Pull-To-Stay Effect: Influence Of Sales Managers' Leadership Worthiness On Salesperson Turnover Intentions, Vishag Badrinarayanan, Aditya Gupta, Nawar N. Chaker
Faculty Publications
Given that salesperson turnover is a significant problem for sales organizations, sales researchers have devoted a lot of attention toward explicating various drivers and mitigators of salesperson turnover intentions. Within this domain, consistent with the popular sentiment "employees don't quit their jobs, they quit their bosses," scholars have explored sales manager-related triggers such as leadership style, salesperson - sales manager relational exchange, and several managerial characteristics. We extend this stream of research by developing and testing a framework of salespersons' perceptions of their manager'sleadership worthiness- a higher-order construct comprising of competence, charisma, and behavioral integrity - and its subsequent impact …