摘要：The purpose of this article is to enhance the understanding of the turnover behaviour of distributors in direct selling organisations. The study examined how the antecedents and outcomes of five endogenous variables (intention to quit, organisational commitment, job satisfaction, performance and perceptions of the marketing mix) interrelate to explain and predict the turnover behaviour of direct salespeople. The key findings of this study are that organisational commitment is the best predictor of the turnover behaviour of distributors, and perceptions of the marketing mix the best predictor of job satisfaction. Of the three antecedents of performance (customer profile, perceptions of the marketing mix and organisational commitment), organisational commitment has the strongest predictive power.
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