Leader–member exchange, sales performance, job satisfaction, and organizational commitment affect turnover intention

Liang Li1, Yongyue Zhu2, Chanwook Park3
1School of Business, and Graduate School, Nanjing University of Information Science and Kyung Hee University, People’s Republic of China
2School of Management, Jiangsu University, People’s Republic of China
3School of Management, Kyung Hee University, Republic of Korea
Cite this article:  Li, L., Zhu, Y., & Park, C. (2018). Leader–member exchange, sales performance, job satisfaction, and organizational commitment affect turnover intention. Social Behavior and Personality: An international journal, 46(11), 1909-1922.

Volume 46 Issue 11 | e7125 | Published: November 2018 | DOI: https://doi.org/10.2224/sbp.7125

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We explored whether or not leader–member exchange (LMX) had an indirect relationship with turnover intention through the mediators of salespersons’ sales performance, job satisfaction, and organizational commitment. Survey forms were distributed to 228 salespersons in several industries, and structural equation modeling was conducted to test the research hypotheses. Empirical results were as follows: First, LMX positively affected sales performance, job satisfaction, and organizational commitment. Second, LMX indirectly affected turnover intention through the mediators of sales performance, job satisfaction, and organizational commitment among those salespersons. Third, LMX indirectly and positively affected job satisfaction and organizational commitment through the mediator of sales performance, which, in turn, influenced salespersons’ turnover intention. We discuss the theoretical contributions and implications of our findings.

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