IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v68y2015i1p67-73.html
   My bibliography  Save this article

Validating the reduced burnout scale and sequencing of burnout

Author

Listed:
  • Rutherford, Brian N.
  • Shepherd, C. David
  • Tashchian, Armen

Abstract

Given the renewed interest in salesperson burnout, three research objectives that are key to uniting and moving the sales literature forward are addressed. Specifically, sequencing issues with the ordering of the burnout facets are addressed. Then, facets of burnout as both direct and indirect predictors of job performance are examined. Finally, the study places the burnout facets within a nomological network. Findings suggest that emotional exhaustion is a direct predictor of job performance, whereas, depersonalization and personal accomplishment have an indirect affect on job performance.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jbrese:v:68:y:2015:i:1:p:67-73
    DOI: 10.1016/j.jbusres.2014.05.006
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296314001908
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2014.05.006?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    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. 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.
    2. 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.
    3. Mulki, Jay Prakash & Jaramillo, Fernando & Locander, William B., 2006. "Emotional exhaustion and organizational deviance: Can the right job and a leader's style make a difference?," Journal of Business Research, Elsevier, vol. 59(12), pages 1222-1230, 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. 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.

    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. 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.
    2. 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.
    3. 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).
    4. 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.
    5. Rutherford, Brian N. & Marshall, Greg W. & Park, JungKun, 2014. "The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction," Journal of Business Research, Elsevier, vol. 67(9), pages 1850-1856.
    6. 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.
    7. 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).
    8. William C. McDowell & Lucy M. Matthews & Ryan L. Matthews & Joshua R. Aaron & Diane R. Edmondson & Cheryl B. Ward, 2019. "The price of success: balancing the effects of entrepreneurial commitment, work-family conflict and emotional exhaustion on job satisfaction," International Entrepreneurship and Management Journal, Springer, vol. 15(4), pages 1179-1192, December.
    9. 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.
    10. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    11. Ashill, Nicholas J. & Rod, Michel, 2011. "Burnout processes in non-clinical health service encounters," Journal of Business Research, Elsevier, vol. 64(10), pages 1116-1127, October.
    12. Shenjiang Mo & Junqi Shi, 2017. "Linking Ethical Leadership to Employee Burnout, Workplace Deviance and Performance: Testing the Mediating Roles of Trust in Leader and Surface Acting," Journal of Business Ethics, Springer, vol. 144(2), pages 293-303, August.
    13. 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.
    14. Jones, Eli & Chonko, Lawrence & Rangarajan, Deva & Roberts, James, 2007. "The role of overload on job attitudes, turnover intentions, and salesperson performance," Journal of Business Research, Elsevier, vol. 60(7), pages 663-671, July.
    15. Wenjing Li & Xuhui Wang & Md Jamirul Haque & Muhammad Noman Shafique & Muhammad Zahid Nawaz, 2020. "Impact of Workforce Diversity Management on Employees’ Outcomes: Testing the Mediating Role of a person’s Job Match," SAGE Open, , vol. 10(1), pages 21582440209, January.
    16. Mercedes Rodríguez-Fernández & Juan Herrera & Carlos de las Heras-Rosas, 2021. "Model of Organizational Commitment Applied to Health Management Systems," IJERPH, MDPI, vol. 18(9), pages 1-21, April.
    17. Ross Gilbert, Jonathan & Krush, Michael T. & Trainor, Kevin J. & Wayment, Heidi A., 2022. "The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling," Journal of Business Research, Elsevier, vol. 150(C), pages 326-338.
    18. Gross, Hellen P. & Ingerfurth, Stefan & Willems, Jurgen, 2021. "Employees as reputation advocates: Dimensions of employee job satisfaction explaining employees’ recommendation intention," Journal of Business Research, Elsevier, vol. 134(C), pages 405-413.
    19. Yuna Ma & Jiafeng Gu & Ruixi Lv, 2022. "Job Satisfaction and Alcohol Consumption: Empirical Evidence from China," IJERPH, MDPI, vol. 19(2), pages 1-15, January.
    20. Ömer Okan FETTAHLIOÐLU, 2015. "The Moderating Effect Of Corporate Reputation Management On Psychoslogical Contract Violation And Counterproductive Work Behaviour," Eurasian Academy Of Sciences Social Sciences Journal, Eurasian Academy Of Sciences, vol. 4(4), pages 132-149, July.

    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:68:y:2015:i:1:p:67-73. 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.