Publication Date
2-2020
Document Type
Conference Proceeding
Publication Title
AMA Winter Academic Conference
Abstract
In response to added complexity throughout the sales cycle, many sales organizations have adopted a team-based approach to selling. As such, more research is needed to uncover how team composition impacts individual salespeople's job characteristics and decision-making. In this paper, we aim to answer the question, “How does sales team intelligence configuration affect individual team members’ job stressors, and do these stressors (i.e., role overload) increase the likelihood that a salesperson will quit?”
Keywords
team intelligence, cognitive ability, salesperson, turnover, role overload
Department
Marketing and Business Analytics
Recommended Citation
Ravi Agarwal, Blake Runnalls, Nikos Dimotakis, and Pinar Kekec. "The Effect of Team Intelligence Configuration on Role Overload and Salesperson Turnover" AMA Winter Academic Conference (2020).
