Ash Morgan Was Interested in Understanding How He Could Reduce

Multiple Choice

Ash Morgan was interested in understanding how he could reduce turnover among his sales force. He read some basic research that was reported in the Journal of Marketing Research that showed that turnover of industrial salespersons is negatively related to perceived opportunities for advancement. That is, if salespersons perceive that there are opportunities for advancement they are less likely to leave the organization; therefore, turnover is reduced. He commissioned a marketing research firm to conduct several studies on the salespersons in his firm. Eventually, he was successful in getting top pay scales raised, and he introduced three additional sales force ranks, each with having additional benefits, vacation time, and pay increases. Within two years, Ash's firm had the lowest sales force turnover in the industry. In this example, which of the following best identifies Ash's relationship between turnover and perceived opportunities for advancement?

A) frames of reference resulting in creating constructs
B) a model showing the relationships between constructs
C) constructs, action standards
D) action standards showing the relationships between frames of reference
E) constructs and operational definitions