Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario

Drawing on the Job Demand-Resources (JD-R) theory, present study investigates underlying mechanisms through which capability control, a type of behavior-based influences salesperson turnover. Using sample 145 industrial salesperson–supervisor dyads from different industries, this study's findings reveal that control contributes to decreasing turnover intentions, both directly and indirectly. Specifically, management reduces work overload increases meaning, thus lowering intention. The also confirm these effects are contingent complexity product. When product is low, decreases has positive effect This discusses findings' theoretical managerial implications.