A longitudinal examination of salesperson burnout: Understanding the within-person burnout process and how it can be managed"
Authors: Childs, D., Lee, N., Cadogan, J. and Dewsnap, B.
Conference: Winter American Marketing Association 2022
Dates: 18-20 February 2022
Journal: 202 Winter AMA conference preceedings
Volume: 33
Pages: 771-775
Publisher: American Marketing Association
ISSN: 1054-0806
Abstract:Salespeople are at increased risk of burnout, due to the stressful nature of the job role.
Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research is inadequate to determine the true burnout sequence. The current study therefore provides longitudinal evidence to establish the within-person burnout process. Additionally, sales research typically examines how to reduce burnout symptoms by examining key antecedents. Despite this, burnout is still very present in the salesforce. The current study takes an alternative approach to mitigating burnout symptoms, by understanding how positive feedback, coping strategy, and locus of causality affect the impact of earlier burnout symptoms on more advanced symptoms. Key theoretical and practical implications are given, and limitations and future research avenues discussed.
https://eprints.bournemouth.ac.uk/37935/
Source: Manual
A longitudinal examination of salesperson burnout: Understanding the within-person burnout process and how it can be managed"
Authors: Childs, D., Lee, N., Cadogan, J. and Dewsnap, B.
Conference: 2022 AMA Winter Academic Conference
Volume: 33
Pages: 771-775
Publisher: American Marketing Association
ISSN: 1054-0806
Abstract:Salespeople are at increased risk of burnout, due to the stressful nature of the job role. Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research is inadequate to determine the true burnout sequence. The current study therefore provides longitudinal evidence to establish the within-person burnout process. Additionally, sales research typically examines how to reduce burnout symptoms by examining key antecedents. Despite this, burnout is still very present in the salesforce. The current study takes an alternative approach to mitigating burnout symptoms, by understanding how positive feedback, coping strategy, and locus of causality affect the impact of earlier burnout symptoms on more advanced symptoms. Key theoretical and practical implications are given, and limitations and future research avenues discussed.
https://eprints.bournemouth.ac.uk/37935/
https://www.ama.org/events/academic/2022-ama-winter-academic-conference/
Source: BURO EPrints