Antecedents and consequences of salesperson burnout
作者： George S Low , David W Cravens , Ken Grant , William C Moncrief , None
DOI: 10.1108/03090560110388123
关键词:
摘要: Investigates the antecedents and outcomes of salesperson burnout. Prior research on burnout in personal selling is extended by including a more complete set predictors burnout, testing conceptual model using multi‐company sample field salespeople an international setting. Relationships among attitudes, behavior are predicted based relevant literature, tested survey results from 148 Australia. Path analysis show that proposed fits data well. Intrinsic motivation, role ambiguity, conflict all significant Job satisfaction performance direct also mediate indirect influence organizational commitment intention to leave. Implications for salesforce management future discussed.
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