Determinants of turnover intentions among marketing and sales representatives in the UAE

  • Eappen Thiruvattal University of Dubai - Dubai Business School
  • Arun Prasad, Dr University of Dubai - Dubai Business School
Keywords: Turnover intentions, Marketing and Sales representatives, Performance appraisal, HR strategies, Developmental pay, Talent acquisition

Abstract

This article identifies four determinants of turnover intentions among the marketing executives and sales representatives (reps).  Influence of these dimensions on such employees is investigated in an emerging market’s Fast Moving Consumer Goods (FMCG) distribution environment.

Extensive review of the current literature on employee turnover intentions and specific review of turnover intentions among reps and marketing executives are conducted

This study identifies four dimensions of determinants of turnover intentions among marketing and sales representatives of FMCG in an emerging market.  The results indicate that coordinated efforts by management to satisfy these dimensions lead to decreased turnover among marketing and sales reps of FMCG distributors. 

This study offers understanding of the determinants of turnover intentions of turnover intentions among marketing and sales reps of FMCG distributors.

This article conceptualizes the influence of performance appraisal, developmental pay, talent acquisition and training, and learning and development on turnover intentions of Marketing and sales reps working in FMCG distribution industry.  The article contributes to fill the knowledge gaps on the influence of these dimensions on turnover intentions.    

Key words – Turnover intentions; Marketing and Sales representatives; Performance appraisal; HR strategies, Developmental pay, Talent acquisition.

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Published
2017-12-24