Increased Engagement or Reduced Exhaustion: Which Accounts for the Effect of Job Resources on Salesperson Job Outcomes?

Given the stressful nature of sales jobs, research has historically emphasized the importance of reducing exhaustion for promoting desired salesperson job outcomes. Building on data provided by 235 B2B salespeople, this study finds that while reducing exhaustion is important, enhancing engagement ma...

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Bibliographic Details
Published inJournal of marketing theory and practice Vol. 24; no. 3; pp. 249 - 264
Main Authors Matthews, Lucy M., Zablah, Alex R., Hair, Joe F., Marshall, Greg W.
Format Journal Article
LanguageEnglish
Published Abingdon Routledge 02.07.2016
Taylor & Francis, Ltd
Assoc
Taylor & Francis Ltd
Subjects
Employees
Employment
Job satisfaction
Professions
Salespeople
Studies
Supervisors
Turnover
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Summary:Given the stressful nature of sales jobs, research has historically emphasized the importance of reducing exhaustion for promoting desired salesperson job outcomes. Building on data provided by 235 B2B salespeople, this study finds that while reducing exhaustion is important, enhancing engagement may be more critical. Specifically, the results reveal that engagement mediates the effects of customer orientation, training, and supervisor support on sales performance, but exhaustion does not. Furthermore, the results indicate that exhaustion and engagement both mediate the effects of supervisor support on turnover intentions. Implications of the study's findings for theory and practice are discussed.
Bibliography:SourceType-Scholarly Journals-1
ObjectType-Feature-1
content type line 14
ISSN:1069-6679
1944-7175
DOI:10.1080/10696679.2016.1170532