Wimalana, N.

Doctoral Student, University of Kelaniya, Sri Lanka

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 Prof. Dhammika, K.A.S.

University of Kelaniya, Sri Lanka

Prof. Fernando, W.R.P.K.

 University of Kelaniya, Sri Lanka 

ABSTRACT

Leader –Member relationship (LMX) has been identified by many scholars as an antecedent towards the Organizational Commitment (OC) of the employees. Many academics have concluded that OC is the strongest predictor towards employee turnover. This theory has been tested in the Western world but unfortunately very little literature is found in the Asian Context. When you look at more specifically in the Sri Lankan context with a focus on the sales force in the FMCG industry, the theoretical support on the relationships amongst these variables is almost zero. Few research conducted in this arena has identified that the sales force turnover is a critical issue faced by the FMCG industry during the post-war era in Sri Lanka. Therefore, this study intended to enlighten the knowledge on the antecedents towards the sales force turnover in the FMCG industry in Sri Lanka with a clear focus on the organizational commitment of the members in the sales force influenced by the leader member relationship. The discussion of empirical thoughts supports the managers in the industry to consider sale force motivation strategies holistically rather limiting to financial perspectives. Paper concluded the future research directions addressing to the key empirical contents discussed. 

Keywords: FMCG, Leader-Member Relationship, Organizational Commitment, Sales Force Turnover, Sri Lanka

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