IDEAS home Printed from https://ideas.repec.org/a/ibf/rbfstu/v5y2014i1p27-36.html
   My bibliography  Save this article

The Individual And Organizational Hazards Of Loneliness On Salespeople

Author

Listed:
  • John E. Cicala

Abstract

The selling process with its various antecedents and consequences is a common focus of research. Emotion-based conditions such as exhaustion and burnout are receiving growing attention due to their tremendous impact on salesperson behavior and performance. Yet, no research currently exists into the physical effects that salespeople are at risk for due to the demanding and isolated nature of their jobs. Such health consequences could subsequently have exceedingly negative organizational drawbacks. Given the importance of Sales to most businesses, a better understanding of these substantial threats is required.

Suggested Citation

  • 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.
    • Handle: RePEc:ibf:rbfstu:v:5:y:2014:i:1:p:27-36
    as

    Download full text from publisher

    File URL: http://www.theibfr2.com/RePEc/ibf/rbfstu/rbfs-v5n1-2014/RBFS-V5N1-2014-3.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. 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.
    2. 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.
    3. Chen, Ching-Fu & Kao, Ya-Ling, 2012. "Investigating the antecedents and consequences of burnout and isolation among flight attendants," Tourism Management, Elsevier, vol. 33(4), pages 868-874.
    Full references (including those not matched with items on IDEAS)

    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. 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.
    2. 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).
    3. Omar S. Itani & Fernando Jaramillo & Larry Chonko, 2019. "Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics," Journal of Business Ethics, Springer, vol. 156(2), pages 417-438, May.
    4. 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.
    5. Vatankhah, Sanaz & Javid, Elyeh & Raoofi, Ali, 2017. "Perceived organizational support as the mediator of the relationships between high-performance work practices and counter-productive work behavior: Evidence from airline industry," Journal of Air Transport Management, Elsevier, vol. 59(C), pages 107-115.
    6. Yun-Seok Hwang & Byung-Jik Kim, 2021. "“The Power of a Firm’s Benevolent Act”: The Influence of Work Overload on Turnover Intention, the Mediating Role of Meaningfulness of Work and the Moderating Effect of CSR Activities," IJERPH, MDPI, vol. 18(7), pages 1-15, April.
    7. 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.
    8. 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.
    9. Vatankhah, Sanaz & Darvishi, Maryam, 2018. "An empirical investigation of antecedent and consequences of internal brand equity: Evidence from the airline industry," Journal of Air Transport Management, Elsevier, vol. 69(C), pages 49-58.
    10. 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.
    11. Naveed Iqbal Chaudhry & Hakim Ali Mahesar & Saima Kamran Pathan & Amina Arshad & AsadMunir Butt, 2017. "The Mediating Role Of Workplace Interpersonal Mistreatment: An Empirical Investigation Of Banking Sector Of Pakistan," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 13(1), pages 13-16.
    12. Pinna, Roberta & De Simone, Silvia & Cicotto, Gianfranco & Malik, Ashish, 2020. "Beyond organisational support: Exploring the supportive role of co-workers and supervisors in a multi-actor service ecosystem," Journal of Business Research, Elsevier, vol. 121(C), pages 524-534.
    13. Chen, I-Shuo, 2016. "A combined MCDM model based on DEMATEL and ANP for the selection of airline service quality improvement criteria: A study based on the Taiwanese airline industry," Journal of Air Transport Management, Elsevier, vol. 57(C), pages 7-18.
    14. 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.
    15. Lu-Ming Tseng & Yue-Min Kang, 2015. "Managerial Authority, Turnover Intention and Medical Insurance Claims Adjusters’ Recommendations for Claim Payments," The Geneva Papers on Risk and Insurance - Issues and Practice, Palgrave Macmillan;The Geneva Association, vol. 40(2), pages 334-352, April.
    16. 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.
    17. De Clercq, Dirk & Azeem, Muhammad Umer & Haq, Inam Ul & Bouckenooghe, Dave, 2020. "The stress-reducing effect of coworker support on turnover intentions: Moderation by political ineptness and despotic leadership," Journal of Business Research, Elsevier, vol. 111(C), pages 12-24.
    18. 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.
    19. Saeed A. Al-Haidan & Alaa M. S. Azazz & Ibrahim A. Elshaer, 2022. "Social Disconnectedness and Career Advancement Impact on Performance: The Role of Employees’ Satisfaction in the Energy Sector," Energies, MDPI, vol. 15(7), pages 1-16, April.
    20. 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).

    More about this item

    Keywords

    Sales; Salesperson; Physical; Consequences; Turnover;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions

    Statistics

    Access and download statistics

    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:ibf:rbfstu:v:5:y:2014:i:1:p:27-36. 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: Mercedes Jalbert (email available below). General contact details of provider: .

    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.