| Summary: | 碩士 === 元智大學 === 企業管理學系 === 95 === Salespeople who occupy a boundary role position tend to face various kinds of problems, including role conflict, role ambiguity, and a sense of self-deficiency, which in turn may result in salesperson’s turnover intentions. It is doubted that previous findings on salesperson turnover obtained from Western countries could be generalized to the Asian sales contexts. Further, there are few studies of this area conducted in Chinese sales setting.
The principal objective of this research investigates the effects of select factors on salesperson turnover intentions. Thus, this study designs a questionnaire and collects 313 valid samples to test the research model. This research uses AMOS 5.0 to estimate the structure model. As the result, the finding indicates that support of senior colleagues and self-efficacy has negative effects on role conflict and role ambiguity. Further, role conflict and role ambiguity are positively related to turnover intentions. Finally, this study provides research findings and discusses the empirical results according to the research model. Finally, managerial implication and suggestions for future research are advanced.
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