Fluktuacja sprzedawców w ocenie menedżerów polskich przedsiębiorstw

• Autorzy: Krzysztof Cybulski
• Języki publikacji: PL

Abstrakty

Opracowanie niniejsze jest poświęcone analizie ocen fluktuacji sprzedawców przez menedżerów sprzedaży oraz uwarunkowaniom organizacyjnym tych ocen. Stanowi ono pogłębienie istotnych wątków, które były przedmiotem rozprawy habilitacyjnej "Zjawisko fluktuacji sprzedawców w świetle badań empirycznych" (Cybulski, 2013). Dyskusja jaka się wokół wspomnianych badań habilitacyjnych pozwoliła rzucić nowe światło na prezentowane zagadnienia. Umożliwiła też poddanie analizie krytycznej niektórych rozwiązań metodycznych przyjętych w części empirycznej wzmiankowanej rozprawy. Znalazło to odbicie między innymi w opiniach recenzentów, którzy sugerowali konieczność zawężenia problematyki badawczej poprzez ograniczenie liczby pytań i hipotez. Opinie te wskazywały także na potrzebę lepszego dopasowania wykorzystanych metod analizy statystycznej do charakteru pozyskanych danych empirycznych. Zgodnie z sugestiami zawartymi w tych opiniach autor nie tylko zawęził rozważania do problematyki oceny fluktuacji sprzedawców przez ich menedżerów, ale ponadto skoncentrował wysiłek badawczy jedynie na jej uwarunkowaniach organizacyjnych. Nie były one do tej pory przedmiotem szerszej eksploracji badawczej. Istnieje zatem w tym obszarze pewna luka poznawcza, którą opisany w niniejszym tekście projekt badawczy pozwala w jakiejś mierze wypełnić. Warto zaznaczyć, że wiedza o tym jak menedżerowie oceniają fluktuacji sprzedawców jest istotna nie tylko z poznawczego punktu widzenia. Posiada ona również sporą użyteczność z punktu widzenia praktyki zarządzania organizacjami sprzedażowymi. W opracowaniu niniejszym autor przeprowadził syntetyczny przegląd literatury dotyczącej fluktuacji sprzedawców ze szczególnym naciskiem na jej uwarunkowania organizacyjne, przeformułował problem badawczy oraz użył nowych technik statystycznych jakie zostały wykorzystane do analizy zebranych danych empirycznych. (abstrakt oryginalny)

EN

In order to succeed in the competitive market, sales organizations strive to maintain a high level of their salespeople loyalty. It is a fundamental challenge for most companies, strictly linked with the problem of salesforce turnover. For long this topic has received a lot of attention from academic researchers and management practitioners alike due to the significant, lasting and adverse effects caused by sales staff turnover. In spite of ongoing research into this area, not all aspects of salespeople turnover are well explored and explained. Most of the research activity to date was focused on identifying the behavior and attitude of individuals leaving the sales organizations. Consequently, the turnover was analyzed as a response mechanism to stress or dissatisfaction with the organisation. On the other hand, one area that seems to be most under-researched is the assessment of salespeople turnover carried out by sales managers and the impact of their actions on the turnover. This problem deserves more attention as it is crucial to understand what actions can be taken within the sales organizations to limit the adverse effects of sales force turnover. The author aimed to fill the apparent void in existing research by examining the following research questions: How do managers of Polish sales organizations' assess the salespeople turnover? To what extent does their assessment depend on their professional experience and selected features of their organizations? The results of questionnaire survey (using a sample of more than three hundred Polish sales managers) contribute to wider research into the organizational drivers of salespeople turnover. (original abstract)

Słowa kluczowe

PL

Organizacja sprzedaży; Lojalność pracowników; Praca w handlu

EN

Selling organisation; Employee loyalty; Trade job

• Czasopismo: University of Warsaw Faculty of Management Working Paper Series
• Rocznik: 2015
• Numer: nr 5
• Strony: 49

Twórcy

autor

Krzysztof Cybulski

• Uniwersytet Warszawski

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