To read the full version of this content please select one of the options below:

Antecedents and consequences of salesperson burnout

George S. Low (M.J. Neeley School of Business, Texas Christian University, Fort Worth, Texas, USA)
David W. Cravens (M.J. Neeley School of Business, Texas Christian University, Fort Worth, Texas, USA)
Ken Grant (Department of Marketing, Monash University, Australia)
William C. Moncrief (M.J. Neeley School of Business, Texas Christian University, Fort Worth, Texas, USA)

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 June 2001

Abstract

Investigates the antecedents and outcomes of salesperson burnout. Prior research on burnout in personal selling is extended by including a more complete set of predictors of burnout, and by testing the conceptual model of burnout using a multi‐company sample of field salespeople in an international setting. Relationships among burnout, attitudes, and behavior are predicted based on relevant literature, and are tested using survey results from 148 field salespeople in Australia. Path analysis results show that the proposed conceptual model fits the data well. Intrinsic motivation, role ambiguity, and role conflict are all significant antecedents of burnout. Job satisfaction and salesperson performance are direct outcomes of burnout, and also mediate the indirect influence of burnout on organizational commitment and intention to leave. Implications for salesforce management and future research are discussed.

Keywords

Citation

Low, G.S., Cravens, D.W., Grant, K. and Moncrief, W.C. (2001), "Antecedents and consequences of salesperson burnout", European Journal of Marketing, Vol. 35 No. 5/6, pp. 587-611. https://doi.org/10.1108/03090560110388123

Publisher

:

MCB UP Ltd

Copyright © 2001, MCB UP Limited