کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
1028492 | 942304 | 2009 | 8 صفحه PDF | دانلود رایگان |
![عکس صفحه اول مقاله: An investigation of the influence of coping resources in salespersons' emotional exhaustion An investigation of the influence of coping resources in salespersons' emotional exhaustion](/preview/png/1028492.png)
Salesperson burnout continues to be a major concern among industrial marketing organizations. In this work, the authors examine whether certain coping strategies moderate the impact of work-related stressors on salesperson burnout; a previously unexamined area in the marketing literature. More specifically, this work examines if problem-focused coping and emotion-focused coping significantly moderate the impact of role stress (ambiguity, conflict) on feelings of emotional exhaustion in an industrial sales setting. Findings indicate that problem-focused coping strategies moderate the impact of role stress on salespersons' emotional exhaustion; actually reversing the overall impact from positive to negative. However, findings surrounding the moderating effect of emotion-focused coping are mixed, raising interesting questions for future research efforts.
Journal: Industrial Marketing Management - Volume 38, Issue 7, October 2009, Pages 798–805