An exploratory study of reverse causality relationships among sales force turnover variables

Journal of the Academy of Marketing Science · 1993 · Volume 21 · Issue 2

Abstract

This paper explores the directions of causality between selected work-related variables and quitting intentions. Based on the premise that quitting intentions may stem from predispositions that affect work-related variables, longitudinal data collected from a direct sales population were analyzed. When compared with previous literature, the results show the existence of reverse causality, indicating that quitting intentions are more likely to effect the perceptions of such variables as organizational climate, job satisfaction, and organizational commitment.

Keywords

Organizational Commitment, Reverse Causality, Organizational Identification, Apply Psychology, Turnover Intention

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