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The role of emotional exhaustion in sales force attitude and behavior relationships

The role of emotional exhaustion in sales force attitude and behavior relationships Emotional exhaustion is a potentially important construct in examining sales force behavior and attitude relationships. A conceptual model and hypotheses are developed to study the antecedents and consequences of the emotional exhaustion construct. The hypotheses are tested using LISREL 7 to analyze data from a sample of field salespeople from a large international services organization. The empirical results offer strong support for relationships involving role ambiguity and conflict antecedents and organizational commitment, job satisfaction, performance, and intention-to-leave consequences of emotional exhaustion. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of the Academy of Marketing Science Springer Journals

The role of emotional exhaustion in sales force attitude and behavior relationships

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References (52)

Publisher
Springer Journals
Copyright
Copyright © Academy of Marketing Science 1999
Subject
Economics / Management Science; Business/Management Science, general; Marketing; Social Sciences, general
ISSN
0092-0703
eISSN
1552-7824
DOI
10.1177/0092070399271005
Publisher site
See Article on Publisher Site

Abstract

Emotional exhaustion is a potentially important construct in examining sales force behavior and attitude relationships. A conceptual model and hypotheses are developed to study the antecedents and consequences of the emotional exhaustion construct. The hypotheses are tested using LISREL 7 to analyze data from a sample of field salespeople from a large international services organization. The empirical results offer strong support for relationships involving role ambiguity and conflict antecedents and organizational commitment, job satisfaction, performance, and intention-to-leave consequences of emotional exhaustion.

Journal

Journal of the Academy of Marketing ScienceSpringer Journals

Published: Dec 1, 1999

Keywords: Organizational Commitment; Emotional Exhaustion; Role Conflict; Role Ambiguity; Role Stressor

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