Can't leave it at home? The effects of personal stress on burnout and salesperson performance
| Autor: | Bryan Hochstein, Geoffrey T. Stewart, Rajesh Srivastava, Michael C. Peasley, Benjamin P. Britton |
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| Rok vydání: | 2019 |
| Předmět: |
Marketing
financial stress Job-Demands Resource Theory 05 social sciences Stressor Applied psychology Conservation of resources theory Sample (statistics) Burnout Work life Article Sales Relationship Stress Work (electrical) Work stress 0502 economics and business Stress (linguistics) 050211 marketing Psychology 050203 business & management Health Stress |
| Zdroj: | Journal of Business Research |
| ISSN: | 0148-2963 |
| Popis: | Personal stress is a prevalent problem in a connected world. For salespeople, demands of a connected workplace have largely eliminated boundaries between personal and work life, allowing stress from personal issues to spill over into their work. Thus, problems of health, relationships, and finances are no longer “left at home” for salespeople. Rather, a less central workplace model (e.g., remote workplaces and mobile platforms) and 24/7 work expectations expand the workplace, which comingles personal and work demands. Utilizing a sample of 331 salespeople, we study personal stressors that cross boundaries into the workplace and find that they play a critical role in the formation of burnout across its dimensions, which leads to reduced salesperson performance. Our research contributes to the sales literature by investigating individual personal stressors via Job Demands and Conservation of Resources theories and offers insights for managers of salespeople that face both personal and work stress. |
| Databáze: | OpenAIRE |
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