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Self-Managed Work Teams as a Solution for High Sales Force Turnover and Low Productivity: A Critical Review and New Causal Model

Summary: Sales force turnover and productivity have absorbed a great deal of thinking among researchers and practicing managers alike. The problems of high turnover and low productivity, however, still remain pervasive in contemporary sales organizations. Recently, it has been found that self-managed work teams (SMWTs), as an alternative organizational design, hold considerable promise in reducing such problems. This study provides a literature review pertaining to sales force turnover and SMWTs and identifies the potential benefits of SMWTs for designing and organizing the sales effort. Moreover, a new causal model based on implementing SMWTs is presented followed by a discussion of research issues regarding its validation.

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  • Topics:
  • Keywords: Continuous improvement (CI),Systems,Sales management,Feedback control
  • Author: Simintiras, Antonis C.; Dwyer, Michael E.
  • Journal: Quality Management Journal