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An Investigation On The Phenomenon Of Job Burnout In The Sales Profession

Author

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  • Erik Ruzic

    (University Juraj Dobrila in Pula)

Abstract

Job burnout leads to a number of negative consequences. Salespeople as boundary spanners are more susceptible to burnout. Despite these facts, there are not enough scientific researches on job burnout and its facets in the sales profession. The purpose of this paper is to measure the level of perceived burnout among salespeople in the Republic of Croatia and to investigate the influence of some personal characteristics such as demographic variables on the level of perceived burnout. Greater understanding of this multidimensional concept will allow sales firms and especially sales managers to manage the resources in order to combat its negative effects in a more efficient way. Study findings highlight that salespeople in the Republic of Croatia are not affected by high job burnout and that younger people are more susceptible to burnout than the older ones. This study found out that salesperson with more additional education (training, seminars, workshops) shows lower burnout than salesperson with less or without additional education. The conducted research also indicates that the gender, the years in sales profession, the type of employment agreement, the formal education and the marital status of the salesperson have no impact on the level of perceived burnout.

Suggested Citation

  • Erik Ruzic, 2013. "An Investigation On The Phenomenon Of Job Burnout In The Sales Profession," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 22(1), pages 79-96, june.
    • Handle: RePEc:avo:emipdu:v:22:y:2013:i:1:p:79-96
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    References listed on IDEAS

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    1. Moncrief, William C. & Babakus, Emin & Cravens, David W. & Johnston, Mark W., 2000. "Examining Gender Differences in Field Sales Organizations," Journal of Business Research, Elsevier, vol. 49(3), pages 245-257, September.
    2. Babakus, Emin & Yavas, Ugur & Ashill, Nicholas J., 2009. "The Role of Customer Orientation as a Moderator of the Job Demand–Burnout–Performance Relationship: A Surface-Level Trait Perspective," Journal of Retailing, Elsevier, vol. 85(4), pages 480-492.
    3. Arnold, Todd & Flaherty, Karen E. & Voss, Kevin E. & Mowen, John C., 2009. "Role Stressors and Retail Performance: The Role of Perceived Competitive Climate," Journal of Retailing, Elsevier, vol. 85(2), pages 194-205.
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    More about this item

    Keywords

    Job Burnout; Salesperson; Sales profession;
    All these keywords.

    JEL classification:

    • J28 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Safety; Job Satisfaction; Related Public Policy
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • M5 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics

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