{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,2,13]],"date-time":"2026-02-13T16:54:13Z","timestamp":1771001653023,"version":"3.50.1"},"reference-count":18,"publisher":"Elsevier BV","issue":"1","license":[{"start":{"date-parts":[[2004,4,1]],"date-time":"2004-04-01T00:00:00Z","timestamp":1080777600000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.elsevier.com\/tdm\/userlicense\/1.0\/"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["European Journal of Operational Research"],"published-print":{"date-parts":[[2004,4]]},"DOI":"10.1016\/s0377-2217(02)00703-8","type":"journal-article","created":{"date-parts":[[2003,1,30]],"date-time":"2003-01-30T10:52:50Z","timestamp":1043923970000},"page":"291-303","source":"Crossref","is-referenced-by-count":12,"title":["Controlling sales force turnover costs through optimal recruiting and training policies"],"prefix":"10.1016","volume":"154","author":[{"given":"Ren\u00e9 Y","family":"Darmon","sequence":"first","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"78","reference":[{"key":"10.1016\/S0377-2217(02)00703-8_BIB1","first-page":"75","article-title":"The Theories of Turnover: Causes, Effects and Meanings","volume":"vol. 1","author":"Bluedorn","year":"1982"},{"issue":"August","key":"10.1016\/S0377-2217(02)00703-8_BIB2","doi-asserted-by":"crossref","first-page":"438","DOI":"10.2307\/3150592","article-title":"Women contrasted to men in the industrial sales force: job satisfaction, values, role clarity, performance, and propensity to leave","volume":"15","author":"Busch","year":"1978","journal-title":"Journal of Marketing Research"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB3","doi-asserted-by":"crossref","first-page":"117","DOI":"10.5465\/amr.1982.4285499","article-title":"Turnover overstated: the functional taxonomy","volume":"7","author":"Dalton","year":"1982","journal-title":"Academy of Management Review"},{"issue":"April","key":"10.1016\/S0377-2217(02)00703-8_BIB4","doi-asserted-by":"crossref","first-page":"46","DOI":"10.2307\/1251869","article-title":"Identifying sources of turnover costs: a segmental approach","volume":"54","author":"Darmon","year":"1990","journal-title":"Journal of Marketing"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB5","doi-asserted-by":"crossref","first-page":"141","DOI":"10.1016\/0148-2963(89)90032-5","article-title":"Functional salesforce turnover: an empirical investigation into the positive effects of turnover","volume":"18","author":"Johnston","year":"1989","journal-title":"Journal of Business Research"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB6","doi-asserted-by":"crossref","first-page":"67","DOI":"10.1016\/0148-2963(88)90081-1","article-title":"Performance and job satisfaction effects on salesperson turnover: a replication and extension","volume":"16","author":"Johnston","year":"1988","journal-title":"Journal of Business Research"},{"issue":"November","key":"10.1016\/S0377-2217(02)00703-8_BIB7","first-page":"29","article-title":"The relationship between organizational commitment, job satisfaction, and turnover among salespeople","volume":"7","author":"Johnston","year":"1987","journal-title":"Journal of Personal Selling and Sales Management"},{"issue":"November","key":"10.1016\/S0377-2217(02)00703-8_BIB8","first-page":"9","article-title":"Correlates and determinants of sales force turnover: an exploratory study","volume":"7","author":"Jolson","year":"1987","journal-title":"Journal of Personal Selling and Sales Management"},{"issue":"November","key":"10.1016\/S0377-2217(02)00703-8_BIB9","first-page":"39","article-title":"Correlates of objective performance among computer salespeople: tenure, work activities, and turnover","volume":"7","author":"Kerber","year":"1987","journal-title":"Journal of Personal Selling and Sales Management"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB10","unstructured":"Learning International 1989. What Does Sales Force Turnover Cost You? Stanford, CT: Learning International, Inc"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB11","series-title":"Handbook of Industrial and Organizational Psychology","first-page":"1297","article-title":"The nature and consequences of job satisfaction","author":"Locke","year":"1976"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB12","series-title":"Employee Turnover: Causes, Consequences, and Control","author":"Mobley","year":"1982"},{"issue":"May","key":"10.1016\/S0377-2217(02)00703-8_BIB13","first-page":"483","article-title":"Review and conceptual analysis of employee turnover process","volume":"86","author":"Mobley","year":"1979","journal-title":"Psychological Bulletin"},{"issue":"Summer","key":"10.1016\/S0377-2217(02)00703-8_BIB14","first-page":"19","article-title":"Survival analysis: a new approach to analyzing sales force retention","volume":"9","author":"Moncrief","year":"1989","journal-title":"Journal of Personal Selling and Sales Management"},{"issue":"Winter","key":"10.1016\/S0377-2217(02)00703-8_BIB15","first-page":"70","article-title":"How much does your employee turnover cost?","volume":"14","author":"Pinkowitz","year":"1997","journal-title":"Small Business Forum"},{"issue":"Fall","key":"10.1016\/S0377-2217(02)00703-8_BIB16","first-page":"53","article-title":"Measuring the impact of turnover on sales","volume":"19","author":"Richardson","year":"1999","journal-title":"Journal of Personal Selling and Sales Management"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB17","first-page":"235","article-title":"Employee Turnover and Post-Decision Accommodation Processes","volume":"vol. 3","author":"Steers","year":"1981"},{"key":"10.1016\/S0377-2217(02)00703-8_BIB18","first-page":"26","article-title":"A method for determining the causes of salesperson turnover","volume":"3","author":"Williamson","year":"1983","journal-title":"Journal of Personal Selling and Sales Management"}],"container-title":["European Journal of Operational Research"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S0377221702007038?httpAccept=text\/xml","content-type":"text\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S0377221702007038?httpAccept=text\/plain","content-type":"text\/plain","content-version":"vor","intended-application":"text-mining"}],"deposited":{"date-parts":[[2020,3,12]],"date-time":"2020-03-12T02:59:21Z","timestamp":1583981961000},"score":1,"resource":{"primary":{"URL":"https:\/\/linkinghub.elsevier.com\/retrieve\/pii\/S0377221702007038"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2004,4]]},"references-count":18,"journal-issue":{"issue":"1","published-print":{"date-parts":[[2004,4]]}},"alternative-id":["S0377221702007038"],"URL":"https:\/\/doi.org\/10.1016\/s0377-2217(02)00703-8","relation":{},"ISSN":["0377-2217"],"issn-type":[{"value":"0377-2217","type":"print"}],"subject":[],"published":{"date-parts":[[2004,4]]}}}