TY  - JOUR
AB  - 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.
VL  - 35
IS  - 5/6
SN  - 0309-0566
DO  - 10.1108/03090560110388123
UR  - https://doi.org/10.1108/03090560110388123
AU  - Low George S.
AU  - Cravens David W.
AU  - Grant Ken
AU  - Moncrief William C.
PY  - 2001
Y1  - 2001/01/01
TI  - Antecedents and consequences of salesperson burnout
T2  - European Journal of Marketing
PB  - MCB UP Ltd
SP  - 587
EP  - 611
Y2  - 2024/04/24
ER  -