Understanding and mitigating the evolution of salesperson burnout: A within-person longitudinal analysis.

Abstract

Salespeople are at increased risk of burnout due to the stressful nature of the job role. Burnout is a process that develops over time, and although a sequential process of salesperson burnout has been proposed, present research only examines the burnout process utilizing cross-sectional research. Additionally, sales research only proposes antecedents to burnout, but little is known regarding how to manage burnout as it evolves. Burnout is already highly prevalent within the salesforce, yet sales literature has had little impact. The present study looks to aid knowledge regarding burnout by 1) providing the first evidence examining the within-person temporal burnout process, and 2) understanding how important moderators, in the form of managerial feedback and the use of an active coping style, can mitigate the burnout process as it evolves. Key theoretical and practical implications are given, and limitations and future research avenues discussed.