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

• Liang Li

  Nanjing University of Information Science and Kyung Hee University

• Yongyue Zhu

  Jiangsu University

• Chanwook Park

  Kyung Hee University

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.

1. Liang Li, Nanjing University of Information Science and Kyung Hee University
   School of Business, and Graduate School
2. Yongyue Zhu, Jiangsu University
   School of Management
3. Chanwook Park, Kyung Hee University
   School of Management

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