Publication Date
2025
Abstract
This study investigates how salesperson perceptions of quota difficulty, quota fairness, and procedural justice influence perceived organizational support (POS), organizational trust, and ultimately turnover intentions. Drawing on social exchange theory and fairness heuristic theory, we propose and test a multi-path model in which quota-related justice perceptions shape salesforce attitudes and behavior through both direct and indirect mechanisms. Data from 313 business-to-business salespeople and their 142 managers reveal that perceived quota difficulty significantly predicts fairness, which in turn is positively related to POS and organizational trust. While fairness was a significant predictor of turnover intentions, procedural justice was not directly related to either trust or turnover intentions—suggesting fairness may be a more salient construct in quota contexts. POS emerged as a key mediator, positively influencing trust and reducing turnover intentions. These findings highlight the critical role of quota design in shaping salesperson attitudes and retention, offering both theoretical and managerial implications for enhancing salesforce stability through perceived fairness and support. Limitations and directions for future research are discussed.