Date of Conferral
2022
Degree
Doctor of Business Administration (D.B.A.)
School
Business Administration
Advisor
Gwendolyn Dooley
Abstract
Some retail managers lack strategies to improve the retention of high-performing salespeople. Losing high-performing salespeople leads to capital losses that threaten organizational and community sustainability. Grounded in leader-member exchange leadership theory, the purpose of this qualitative single case study was to explore strategies used by four retail managers to retain high-performing salespeople in Atlanta, Georgia. Data were collected using semistructured interviews and a review of company documents. Data were analyzed using thematic analysis, and three themes emerged: interpersonal relationships, recognition, and operational programs. A key recommendation for retail industry leaders is to develop a culture of trust by demonstrating transparency and using routine performance appraisals. The implications for positive social change include the potential for organizational sustainability to support community leaders with job creation and mitigation strategies to combat property devaluation.
Recommended Citation
PACKER, ERIC M., "Strategies Retail Managers Use to Retain High-Performing Salespeople" (2022). Walden Dissertations and Doctoral Studies. 12819.
https://scholarworks.waldenu.edu/dissertations/12819
