Reducing emotional exhaustion and increasing organizational support

The purpose of this study is to explore stressors that may influence salespersons’ emotional exhaustion and their perception of organizational support

G. Alexander Hamwi


Scholarcy highlights

  • Emotional exhaustion (e.g. and perceived organizational support (e.g. have received increased attention in the sales and marketing literature within the last decade
  • While previous research has examined the relationships of emotional exhaustion and perceived organizational support
  • The purpose of this study is to explore stressors that may influence salesperson emotional exhaustion and their
  • Following conservation of resources theory, the additional resources expended by a salesperson attempting to deal with work-family conflict will not be available when needed to deal with job-related stress, both internally from actors in the organization and externally in relationships with customers
  • Perceived organizational support was negatively related to work-family conflict, supporting H3, while role conflict was positively related to emotional exhaustion, supporting H4
  • Role conflict will be significantly related to emotional exhaustion
  • Other research has indicated a link between work-family conflict and emotional exhaustion, but the inter-relationships with perceptions of organizational support have not been tested with all of these constructs in a model
  • When a sales force has a high degree of turnover, it is a competitive disadvantage because the firm will experience both an increase in hiring and training costs; as well as a decrease in levels of customer service, because it will take new salespeople time to get up to speed concerning product/service knowledge and the development of the skills necessary to efficiently and effective sell products/services in their particular category

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