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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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
Online AccessGet full text

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Abstract 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.
AbstractList 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.
Author Matthews, Lucy M.
Hair, Joe F.
Zablah, Alex R.
Marshall, Greg W.
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  fullname: Marshall, Greg W.
  organization: The Charles Harwood Professor of Marketing and Strategy, Crummer Graduate School of Business, Rollins College
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SubjectTerms Employees
Employment
Job satisfaction
Professions
Salespeople
Studies
Supervisors
Turnover
Title Increased Engagement or Reduced Exhaustion: Which Accounts for the Effect of Job Resources on Salesperson Job Outcomes?
URI https://www.tandfonline.com/doi/abs/10.1080/10696679.2016.1170532
https://www.jstor.org/stable/48542650
http://www.econis.eu/PPNSET?PPN=867858397
https://www.proquest.com/docview/1804471659
Volume 24
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