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Can’t leave it at home? The effects of personal stress on burnout and salesperson performance

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  • Peasley, Michael C.
  • Hochstein, Bryan
  • Britton, Benjamin P.
  • Srivastava, Rajesh V.
  • Stewart, Geoffrey T.

Abstract

Personal stress is a prevalent problem in a connected world. For salespeople, demands of a connected workplace have largely eliminated boundaries between personal and work life, allowing stress from personal issues to spill over into their work. Thus, problems of health, relationships, and finances are no longer “left at home” for salespeople. Rather, a less central workplace model (e.g., remote workplacesand mobile platforms) and 24/7 work expectations expand the workplace, which comingles personal and work demands. Utilizing a sample of 331 salespeople, we study personal stressors that cross boundaries into the workplace and find that they play a critical role in the formation of burnout across its dimensions, which leads to reduced salesperson performance. Our research contributes to the sales literature by investigating individual personal stressors via Job Demands and Conservation of Resources theories and offers insights for managers of salespeople that face both personal and work stress.

Suggested Citation

  • Peasley, Michael C. & Hochstein, Bryan & Britton, Benjamin P. & Srivastava, Rajesh V. & Stewart, Geoffrey T., 2020. "Can’t leave it at home? The effects of personal stress on burnout and salesperson performance," Journal of Business Research, Elsevier, vol. 117(C), pages 58-70.
    • Handle: RePEc:eee:jbrese:v:117:y:2020:i:c:p:58-70
    DOI: 10.1016/j.jbusres.2020.05.014
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    Cited by:

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    3. Zheng, Yaqin & Liao, Hsin-Yi & Schrock, Wyatt A. & Zheng, Yi & Zang, Zhimei, 2023. "Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance," Journal of Business Research, Elsevier, vol. 155(PA).
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    5. Stéfanie André & Roos van der Zwan, 2023. "The influence of the COVID‐19 pandemic on changes in perceived work pressure for Dutch mothers and fathers," Gender, Work and Organization, Wiley Blackwell, vol. 30(3), pages 1015-1034, May.

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