Salesperson burnout: exploring the link with the manager support
01 Jan 2015-
TL;DR: In this paper, the authors investigate the influence of the sales manager support on the perceived level of all facets of burnout and find that positive manager support negatively influences the perceived levels of emotional exhaustion and personal non-accomplishment.
Abstract: Job burnout represents a serious contemporary problem. Social support from the supervisor may have the potential to attenuate the effects of burnout. The purpose of this paper is to investigate the influence of the sales manager support on the perceived level of all facets of burnout. The study findings suggest that positive manager support negatively influences the perceived levels of emotional exhaustion and personal non-accomplishment and has no influence on the depersonalization components of burnout. The highlighted relationships can help sales managers in their attempts to reduce burnout among their salespeople by providing them more social support. The results may also encourage organizations and policy makers to provide resources and take actions focused on enhancing manager supportive skills in order to reduce the negative burnout effects.
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01 Jan 2013
TL;DR: In this article, social undermining theory is employed to investigate how a variety of social undermining behaviors influence salesperson deviant behavior. And the results also show that salesperson motivation moderates the effect of emotional exhaustion on deviant behaviour.
Abstract: While most scholars debate the importance of doing things to improve the quality of the buyer–seller relationship and investigate the positive side of salesperson’s behavior, little is known about salesperson’s negative behavior or what causes it. In this study, social undermining theory is employed to investigate how a variety of social undermining behaviors influence salesperson deviant behavior. A sample of 469 frontline bank employees responded to a questionnaire. Structural equation modeling and moderated regression were used to test the model, which produced results suggesting that various types of social undermining affect deviant behavior by influencing employee emotional exhaustion. The results also show that salesperson motivation moderates the effect of emotional exhaustion on deviant behavior.
21 citations
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TL;DR: In this paper , the authors studied the gap in the literature by simultaneously considering the three commonly recognized dimensions of burnout (emotional exhaustion, depersonalization, and reduced personal accomplishment) using a representative sample of telecommunication sales managers.
Abstract: (1) Background: Various investigations have confirmed that burnout prevails in intensive and demanding contemporary working environments. Most of these studies have analyzed the associations between emotional exhaustion and various work factors. We studied the gap in the literature by simultaneously considering the three commonly recognized dimensions of burnout (emotional exhaustion, depersonalization, and reduced personal accomplishment) using a representative sample of telecommunication sales managers. (2) Methods: 849 survey respondents completed an anonymous questionnaire that included items representing psychosocial factors at work, lifestyle characteristics, and the Maslach Burnout inventory. The hierarchical regression analysis revealed the predictors of emotional exhaustion, depersonalization, and reduced personal accomplishment. (3) Results: job demands and witnessing bullying at the workplace were the most powerful predictors of emotional exhaustion, followed by self-rated health, night work, education, and physical inactivity. Witnessing bullying at the workplace, job control, self-rated health, and physical inactivity were the strongest predictors of depersonalization. Finally, direct experiences of negative acts at the workplace, job control, social support at work, bullying exposure duration, family crises, physical inactivity, smoking and alcohol, and body mass index were the most important predictors of reduced personal accomplishments. (4) Conclusions: the present study fills a gap in the research surrounding the three dimensions of burnout. The findings not only confirm that high job demands, low job control, and low social support at work contribute to burnout but also contribute to the novel understanding that workplace bullying plays an integral role.
References
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TL;DR: In this paper, the statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined, and a drawback of the commonly applied chi square test, in additit...
Abstract: The statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined. A drawback of the commonly applied chi square test, in addit...
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TL;DR: The Second Edition of this practical guide to partial least squares structural equation modeling is designed to be easily understood by those with limited statistical and mathematical training who want to pursue research opportunities in new ways.
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TL;DR: A scale designed to assess various aspects of the burnout syndrome was administered to a wide range of human services professionals as discussed by the authors, and three subscales emerged from the data analysis: emotional exhaustion, depersonalization, and personal accomplishment.
Abstract: A scale designed to assess various aspects of the burnout syndrome was administered to a wide range of human services professionals. Three subscales emerged from the data analysis: emotional exhaustion, depersonalization, and personal accomplishment. Various psychometric analyses showed that the scale has both high reliability and validity as a measure of burnout.
10,212 citations
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TL;DR: The convergence and differentiation criteria, as applied by Bagozzi, are shown not to stand up under mathematical or differentiation criteria.
Abstract: Several issues relating to goodness of fit in structural equations are examined. The convergence and differentiation criteria, as applied by Bagozzi, are shown not to stand up under mathematical or...
8,248 citations
"Salesperson burnout: exploring the ..." refers methods in this paper
...Discriminant validity was checked on the basis of comparison of AVE indicators with squared correlation coefficients between certain constructs (Fornell and Larcker, 1981)....
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TL;DR: Comparing comparative analysis, optimal matching analysis, and event-structure analysis are new techniques which may help advance research in these broad topic areas and enhance the effectiveness of coping and social support interventions.
Abstract: I review existing knowledge, unanswered questions, and new directions in research on stress, coping resource, coping strategies, and social support processes. New directions in research on stressors include examining the differing impacts of stress across a range of physical and mental health outcomes, the "carry-overs" of stress from one role domain or stage of life into another, the benefits derived from negative experiences, and the determinants of the meaning of stressors. Although a sense of personal control and perceived social support influence health and mental health both directly and as stress buffers, the theoretical mechanisms through which they do so still require elaboration and testing. New work suggests that coping flexibility and structural constraints on individuals' coping efforts may be important to pursue. Promising new directions in social support research include studies of the negative effects of social relationships and of support giving, mutual coping and support-giving dynamics, optimal "matches" between individuals' needs and support received, and properties of groups which can provide a sense of social support. Qualitative comparative analysis, optimal matching analysis, and event-structure analysis are new techniques which may help advance research in these broad topic areas. To enhance the effectiveness of coping and social support interventions, intervening mechanisms need to be better understood. Nevertheless, the policy implications of stress research are clear and are important given current interest in health care reform in the United States.
3,312 citations
"Salesperson burnout: exploring the ..." refers background in this paper
...It consists of instrumental (actions or resources), informational (advice, feedback, information) and/or emotional (recognition, encouragement, approval, esteem, empathy, belonging) assistance provided from individual or significant others (such as managers) (Thoits, 1995)....
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...It is considered a coping resource, a social fund from which people may draw when handling stressors (Thoits, 1995)....
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