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A process model of burnout among salespeople: Some new thoughts

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  • Lewin, Jeffrey E.
  • Sager, Jeffrey K.

Abstract

The authors develop a process model of salesperson burnout based on the unique characteristics of the sales profession. They test the proposed model using data collected from 502 industrial salespeople, and then compare their model to the two most prominent extant models in the occupational literature. Results support the proposed model and indicate that it provides the best fit to the study data.

Suggested Citation

  • Lewin, Jeffrey E. & Sager, Jeffrey K., 2007. "A process model of burnout among salespeople: Some new thoughts," Journal of Business Research, Elsevier, vol. 60(12), pages 1216-1224, December.
    • Handle: RePEc:eee:jbrese:v:60:y:2007:i:12:p:1216-1224
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    1. Michael A. Shields, 2004. "Addressing nurse shortages: what can policy makers learn from the econometric evidence on nurse labour supply?," Economic Journal, Royal Economic Society, vol. 114(499), pages 464-498, November.
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    1. Bindu Chhabra, 2018. "Impact Of Core-Self Evaluation And Job Satisfaction On Turnover Intentions: A Study Of Indian Retail Sector," Organizations and Markets in Emerging Economies, Faculty of Economics, Vilnius University, vol. 9(2).
    2. 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.
    3. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
    4. Bindu Chhabra, 2020. "Revisiting the Relationship Between Work Role Stress and Employee Outcomes in Indian Organizations: Moderating Role of Core Self-evaluation," Global Business Review, International Management Institute, vol. 21(1), pages 219-240, February.
    5. Locander, David A. & Darrat, Mahmoud A. & Babin, Barry J., 2023. "Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes," Journal of Business Research, Elsevier, vol. 154(C).
    6. Ambrose, Scott C. & Waguespack, Blaise P. & Rutherford, Brian N., 2021. "The negative effects of travel friction among road warrior salespeople," Journal of Air Transport Management, Elsevier, vol. 95(C).
    7. John E. Cicala, 2014. "The Individual And Organizational Hazards Of Loneliness On Salespeople," Review of Business and Finance Studies, The Institute for Business and Finance Research, vol. 5(1), pages 27-36.
    8. Pappas, Alec & Fumagalli, Elena & Rouziou, Maria & Bolander, Willy, 2023. "More than Machines: The Role of the Future Retail Salesperson in Enhancing the Customer Experience," Journal of Retailing, Elsevier, vol. 99(4), pages 518-531.
    9. Cho, Yoon-Na & Rutherford, Brian N. & Park, JungKun, 2013. "The impact of emotional labor in a retail environment," Journal of Business Research, Elsevier, vol. 66(5), pages 670-677.
    10. 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.
    11. Mathieu Lajante & David Remisch, 2023. "Frontline Employees’ Empathy in Service Recovery: a Systematic Literature Review and Agenda for the Future," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 10(1), pages 1-18, December.
    12. Margherita Zito & Federica Emanuel & Monica Molino & Claudio Giovanni Cortese & Chiara Ghislieri & Lara Colombo, 2018. "Turnover intentions in a call center: The role of emotional dissonance, job resources, and job satisfaction," PLOS ONE, Public Library of Science, vol. 13(2), pages 1-16, February.
    13. Cho, Yoon-Na & Rutherford, Brian N. & Park, JungKun, 2013. "Emotional labor's impact in a retail environment," Journal of Business Research, Elsevier, vol. 66(11), pages 2338-2345.
    14. Lyngdoh, Teidorlang & Liu, Annie H. & Sridhar, Guda, 2018. "Applying positive psychology to selling behaviors: A moderated–mediation analysis integrating subjective well-being, coping and organizational identity," Journal of Business Research, Elsevier, vol. 92(C), pages 142-153.
    15. Yosr Ben Tahar & Nada Rejeb & Adnane Maalaoui & Sascha Kraus & Paul Westhead & Paul Jones, 2023. "Emotional demands and entrepreneurial burnout: the role of autonomy and job satisfaction," Small Business Economics, Springer, vol. 61(2), pages 701-716, August.
    16. Romualdas Malinauskas & Mantas Grinevicius & Vilija Malinauskiene, 2022. "Burnout among Telecommunication Sales Managers," IJERPH, MDPI, vol. 19(18), pages 1-15, September.
    17. Gao, Ronnie (Chuang Rang) & Murphy, William H. & Anderson, Rolph E., 2020. "Transformational leadership effects on salespeople’s attitudes, striving, and performance," Journal of Business Research, Elsevier, vol. 110(C), pages 237-245.
    18. Bande, Belén & Jaramillo, Fernando & Fernández-Ferrín, Pilar & Varela, José A., 2019. "Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion," Journal of Business Research, Elsevier, vol. 95(C), pages 143-155.
    19. Lyngdoh, Teidorlang & Chefor, Ellis & Hochstein, Bryan & Britton, Benjamin P. & Amyx, Douglas, 2021. "A systematic literature review of negative psychological states and behaviors in sales," Journal of Business Research, Elsevier, vol. 122(C), pages 518-533.
    20. Rutherford, Brian N. & Shepherd, C. David & Tashchian, Armen, 2015. "Validating the reduced burnout scale and sequencing of burnout," Journal of Business Research, Elsevier, vol. 68(1), pages 67-73.

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