IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v60y2007i12p1216-1224.html
   My bibliography  Save this article

A process model of burnout among salespeople: Some new thoughts

Author

Listed:
  • 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
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(07)00122-1
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    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.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    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. 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.
    3. 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.
    4. 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.
    5. 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).
    6. 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.
    7. 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.
    8. 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.
    9. 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).
    10. 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.
    11. 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.
    12. 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.
    13. 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.
    14. 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.
    15. 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.
    16. 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.
    17. 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.
    18. Romualdas Malinauskas & Mantas Grinevicius & Vilija Malinauskiene, 2022. "Burnout among Telecommunication Sales Managers," IJERPH, MDPI, vol. 19(18), pages 1-15, September.
    19. 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.
    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.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Martin Kroczek, 2021. "Analyzing Nurses‘ Decisions to Leave Their Profession – a Duration Analysis," IAW Discussion Papers 136, Institut für Angewandte Wirtschaftsforschung (IAW).
    2. Barigozzi, Francesca & Parasnis, Jaai & Tani, Massimiliano, 2022. "Gender, Motivation, and Self-Selection into Teaching," IZA Discussion Papers 15532, Institute of Labor Economics (IZA).
    3. Barry T. Hirsch & Edward J. Schumacher, 2012. "Underpaid or Overpaid? Wage Analysis for Nurses Using Job and Worker Attributes," Southern Economic Journal, John Wiley & Sons, vol. 78(4), pages 1096-1119, April.
    4. Moscelli, G.; & Sayli, M.; & Blanden, J.; & Mello, M.; & Castro-Pires, H.; & Bojke, C.;, 2023. "Non-monetary interventions, workforce retention and hospital quality: evidence from the English NHS," Health, Econometrics and Data Group (HEDG) Working Papers 23/13, HEDG, c/o Department of Economics, University of York.
    5. Barigozzi, Francesca & Burani, Nadia & Raggi, Davide, 2018. "Productivity crowding-out in labor markets with motivated workers," Journal of Economic Behavior & Organization, Elsevier, vol. 151(C), pages 199-218.
    6. Carol Propper & John Van Reenen, 2010. "Can Pay Regulation Kill? Panel Data Evidence on the Effect of Labor Markets on Hospital Performance," Journal of Political Economy, University of Chicago Press, vol. 118(2), pages 222-273, April.
    7. T. Kankaanranta & P. Rissanen, 2009. "The labor supply of registered nurses in Finland: the effect of wages and working conditions," The European Journal of Health Economics, Springer;Deutsche Gesellschaft für Gesundheitsökonomie (DGGÖ), vol. 10(2), pages 167-178, May.
    8. Frijters, Paul & Shields, Michael A. & Wheatley Price, Stephen, 2004. "To Teach or Not to Teach? Panel Data Evidence on the Quitting Decision," IZA Discussion Papers 1164, Institute of Labor Economics (IZA).
    9. Leif Andreassen & Maria Laura Tommaso & Steinar Strøm, 2017. "Nurses and physicians: a longitudinal analysis of mobility between jobs and labor supply," Empirical Economics, Springer, vol. 52(4), pages 1235-1269, June.
    10. Barigozzi, Francesca & Raggi, Davide, 2013. "The Lemons Problem in a Labor Market with Intrinsic Motivation," AICCON Working Papers 123-2013, Associazione Italiana per la Cultura della Cooperazione e del Non Profit.
    11. Francesca Barigozzi & Gilberto Turati, 2009. "Human Health Care and Selection Effects. Understanding Labour Supply in the Market for Nurses," CHILD Working Papers wp18_09, CHILD - Centre for Household, Income, Labour and Demographic economics - ITALY.
    12. Ann Issac & Nirmalya Syam, 2010. "Migration of Health Care Professionals from India: A Case Study of Nurses," Working Papers id:2403, eSocialSciences.
    13. Di Tommaso, M.L. & Strøm, S. & Sæther, E.M., 2009. "Nurses wanted: Is the job too harsh or is the wage too low?," Journal of Health Economics, Elsevier, vol. 28(3), pages 748-757, May.
    14. Long Mark C & Goldfarb Marsha G. & Goldfarb Robert S, 2008. "Explanations for Persistent Nursing Shortages," Forum for Health Economics & Policy, De Gruyter, vol. 11(2), pages 1-37, November.
    15. Michelle Cunich & Stephen Whelan, 2010. "Nurse Education and the Retention of Registered Nurses in New South Wales," The Economic Record, The Economic Society of Australia, vol. 86(274), pages 396-413, September.
    16. Guyonne Kalb & Jordy Meekes, 2024. "Nursing before and after COVID-19: outflows, inflows and self-employment," Melbourne Institute Working Paper Series wp2024n01, Melbourne Institute of Applied Economic and Social Research, The University of Melbourne.
    17. Barbara Eberth & Robert F. Elliott & Diane Skåtun, 2016. "Pay or conditions? The role of workplace characteristics in nurses’ labor supply," The European Journal of Health Economics, Springer;Deutsche Gesellschaft für Gesundheitsökonomie (DGGÖ), vol. 17(6), pages 771-785, July.
    18. Ruolz Ariste & Ali Béjaoui & Anyck Dauphin, 2019. "Critical analysis of nurses' labour market effectiveness in Canada: The hidden aspects of the shortage," International Journal of Health Planning and Management, Wiley Blackwell, vol. 34(4), pages 1144-1154, October.
    19. Martin Kroczek & Jochen Späth, 2022. "The attractiveness of jobs in the German care sector: results of a factorial survey," The European Journal of Health Economics, Springer;Deutsche Gesellschaft für Gesundheitsökonomie (DGGÖ), vol. 23(9), pages 1547-1562, December.
    20. Denise Doiron & Jane Hall & Patricia Kenny & Deborah J. Street, 2014. "Job preferences of students and new graduates in nursing," Applied Economics, Taylor & Francis Journals, vol. 46(9), pages 924-939, March.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:60:y:2007:i:12:p:1216-1224. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.