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Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia

Zain, Osman M. and Dahari, Zainurin (2011) Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia. In: The Fifth Facing East / Facing West Conference, 10th-11th June, 2011, Kalamazoo, Michigan, USA. (Unpublished)

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Over the last few decades businesses have witness a shift from transaction to a closer relationship management orientation. Marketing scholars have reported a shift of business orientations from products, to sales and finally to marketing. Thus, an extant of literature has reported that marketing orientation was to replace sales orientation. However, the contemporary business orientation indicates the importance of customer-provider relationship that to some extent create loyalty. This phenomenon has help sales orientation from vanishing in business picture, but instead emerges as the largest contributor to most firms’ sales revenues. The core medium that contributes to the success of sales orientation is the salesperson. Thus, this study attempts to assess the degree of determinant factors that are influencing sales career tenure and organisational loyalty. There are few researches that were published regarding factors influencing career tenure in salesmanship in Malaysian perspectives. In order to test for the effects of among others; job satisfaction, organisational commitment, and intrinsic motivation, this study will collect data from 350 samples comprising of automotive sales representatives in the Klang Valley, Malaysia. The findings will open up a new dimension on the possibility of influencing factors that play a significant role in the career tenure and organisational commitment in salesmanship. It is hoped that the findings from this study may assist the companies in taking steps towards retaining their salespersons.

Item Type: Conference or Workshop Item (Full Paper)
Additional Information: 5757/10757
Uncontrolled Keywords: Sales and marketing, job satisfaction, organisational commitment, intrinsic motivation, career development
Subjects: H Social Sciences > HF Commerce
H Social Sciences > HF Commerce > HF5001 Business. Business Administration
Kulliyyahs/Centres/Divisions/Institutes (Can select more than one option. Press CONTROL button): Kulliyyah of Economics and Management Sciences > Department of Business Administration
Depositing User: Dr Osman Zain
Date Deposited: 18 Dec 2011 17:40
Last Modified: 18 Dec 2011 17:40
URI: http://irep.iium.edu.my/id/eprint/10757

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