THE MODERATING EFFECTS OF GENDER AND PERFORMANCE ON JOB-SATISFACTION AND INTENTIONS TO LEAVE IN THE SALES FORCE

The importance of sales force turnover has led researchers to search for variables that moderate the relationship between job satisfaction and intention to leave the current sales job. Studies of male and female employees have suggested that gender can cause differences in job attitudes, job satisfaction, and intent-to-leave. Other studies have used job performance, satisfaction, and intent-to-leave to show that low and high performing employees leave their jobs for different reasons. The present study used a sample of 138 salespersons drawn from a variety of companies to explore whether (1) gender and (2) performance do moderate the relationship between job satisfaction and intent-to-leave. The study showed a tendency for men and women salespersons to leave their current sales position because of dissatisfaction with different aspects of the job and also confirmed previous research that had showed that high and low performing salespeople leave for different reasons. © 1991.