Unité de Recherche et d'Applications en Marketing

L’intention de rotation des vendeurs: l’effet de surcharge de rôle et du support organisationnel perçu


Le but de cet article est de déterminer les facteurs qui augmentent la performance des vendeurs et diminuent leur intention de quitter leur travail. Cette étude examine donc la relation entre la surcharge de rôle, le support organisationnel perçu (SOP), la performance et l’intention de rotation auprès d’un échantillon de 95 représentants des industries pharmaceutiques. Les résultats de SmartPLS indiquent que la surcharge de rôle et le SOP sont des antécédents significatifs de l’intention de rotation mais pas de la performance. Les résultats ont également montré que la performance n’a pas d’effet significatif sur l’intention de  rotation.

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