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

• Published in: Journal 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
• Language: English
• Published: Abingdon Routledge 02.07.2016; Taylor & Francis, Ltd; Assoc; Taylor & Francis Ltd
• Subjects: Employees; Employment; Job satisfaction; Professions; Salespeople; Studies; Supervisors; Turnover

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...