The role of time wasted in sales force attitudes and intention to quit

Abstract

Purpose

The purpose of this study is to build on previous research on stress in sales forces to investigate the effect of perceptions of time wasted on salespersons' attitudes and behavioral intentions.

Design/methodology/approach

Responses from 400 salespeople who work in 49 business units of four Ecuadorian financial institutions were used to test a conceptual stress model. The research hypotheses were tested with a structural equation model.

Findings

Salespeople operating in the banking industry are prone to be dissatisfied, emotionally exhausted, and are likely to quit when they believe that their time or their efforts have been wasted or used ineffectively.

Research limitations/implications

Ecuadorian samples adequately represent Latin American banking employees. However, individuals from collectivistic countries, such as Ecuador, have a more relaxed view of time. Hence, perceptions of time wasted may have a greater effect on job attitudes and behaviors in the USA than in Ecuador.

Practical implications

Success in sales requires effective time management. However, salespeople are sometimes required to perform activities that they can perceive as wasteful. Managers should be aware that performing wasteful activities leads to emotional exhaustion and high intentions to quit.

Originality/value

This is the first study to empirically test the effect of time wasted on organizational variables.

Citation

Jaramillo, F., Mulki, J.P. and Locander, W.B. (2006), "The role of time wasted in sales force attitudes and intention to quit", International Journal of Bank Marketing, Vol. 24 No. 1, pp. 24-36. https://doi.org/10.1108/02652320610642326