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

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 or...

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Main Authors:	Zain, Osman M., Dahari, Zainurin
Format:	Conference or Workshop Item
Language:	English
Published:	2011
Subjects:	HF Commerce HF5001 Business. Business Administration
Online Access:	http://irep.iium.edu.my/10757/ http://irep.iium.edu.my/10757/1/Determinants_Salespersons_Tenure_in_Sales_Career.pdf

id	iium-10757
recordtype	eprints
spelling	iium-107572011-12-18T09:40:54Z http://irep.iium.edu.my/10757/ Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia Zain, Osman M. Dahari, Zainurin HF Commerce HF5001 Business. Business Administration 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. 2011 Conference or Workshop Item PeerReviewed application/pdf en http://irep.iium.edu.my/10757/1/Determinants_Salespersons_Tenure_in_Sales_Career.pdf 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)
repository_type	Digital Repository
institution_category	Local University
institution	International Islamic University Malaysia
building	IIUM Repository
collection	Online Access
language	English
topic	HF Commerce HF5001 Business. Business Administration
spellingShingle	HF Commerce HF5001 Business. Business Administration Zain, Osman M. Dahari, Zainurin Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia
description	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.
format	Conference or Workshop Item
author	Zain, Osman M. Dahari, Zainurin
author_facet	Zain, Osman M. Dahari, Zainurin
author_sort	Zain, Osman M.
title	Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia
title_short	Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia
title_full	Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia
title_fullStr	Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia
title_full_unstemmed	Determinants of salespersons tenure in sales career: a study on car sales executives in Malaysia
title_sort	determinants of salespersons tenure in sales career: a study on car sales executives in malaysia
publishDate	2011
url	http://irep.iium.edu.my/10757/ http://irep.iium.edu.my/10757/1/Determinants_Salespersons_Tenure_in_Sales_Career.pdf
first_indexed	2023-09-18T20:20:09Z
last_indexed	2023-09-18T20:20:09Z
_version_	1777408052068089856

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

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