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The Individual And Organizational Hazards Of Loneliness On Salespeople

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  • 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
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    References listed on IDEAS

    as
    1. 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.
    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. 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)

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    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

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