RT Journal Article
T1 Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario
A1 Bande Vilela, María Belén
A1 Kimura, Takuma
A1 Fernández Ferrín, Pilar
A1 Jaramillo, Fernando
K1 Management control
K1 Product complexity
K1 Work meaning
K1 Work overload
K1 Turnover
K1 Salesperson
AB Drawing on the Job Demand-Resources (JD-R) theory, the present study investigates the underlying mechanisms through which capability control, a type of behavior-based control, influences salesperson turnover. Using a sample of 145 industrial salesperson–supervisor dyads from different industries, this study's findings reveal that capability control contributes to decreasing salesperson turnover intentions, both directly and indirectly. Specifically, management capability control reduces work overload and increases work meaning, thus lowering salesperson turnover intention. The findings also confirm that these effects are contingent on the complexity of a product. When product complexity is low, capability control increases work overload and decreases work meaning, which has a positive effect on salesperson turnover intention. This study discusses these findings' theoretical and managerial implications
PB Elsevier
SN 0019-8501
YR 2021
FD 2021
LK http://hdl.handle.net/10347/26221
UL http://hdl.handle.net/10347/26221
LA eng
NO Industrial Marketing Management, 96 (2021), 100–112
DS Minerva
RD 30 abr 2026