Key points are not available for this paper at this time.
Met expectations, the difference between what one expects on the job and what one experiences, has not been discussed as a precursor to turnover among salespeople. The authors’ study of direct salespeople shows that stayers and leavers differ significantly on met expectations in both cross-sectional and longitudinal analyses. The managerial usefulness of such findings is discussed.
Wotruba et al. (Mon,) studied this question.