The impact of adverse life events on salesperson relationships with customers

Rangarajan, Deva; Peasley, Michael; Paesbrugghe, Bert; Srivastava, Rajesh; Stewart, Geoffrey

Document type :

Article dans une revue scientifique

DOI :

10.1108/JBIM-05-2019-0274

Title :

The impact of adverse life events on salesperson relationships with customers

Author(s) :

Rangarajan, Deva [Auteur]
Peasley, Michael [Auteur]
Paesbrugghe, Bert [Auteur]
Lille économie management - UMR 9221 [LEM]
Srivastava, Rajesh [Auteur]
Stewart, Geoffrey [Auteur]

Journal title :

Journal of Business and Industrial Marketing

Publisher :

Emerald

Publication date :

2020-01-27

ISSN :

0885-8624

HAL domain(s) :

Sciences de l'Homme et Société
Sciences de l'Homme et Société/Economies et finances

English abstract : [en]

Previous research has shown that salesperson burnout affects sales productivity, employee retention, and job satisfaction. Although burnout has often been conceptualized as a multiple‐component construct, research typically ...
Show more >Previous research has shown that salesperson burnout affects sales productivity, employee retention, and job satisfaction. Although burnout has often been conceptualized as a multiple‐component construct, research typically has approached the efficacy of burnout reduction techniques by using overall measures of burnout rather than by examining the effects of such techniques on individual burnout components. The present research investigates how social support and choice of coping strategy relate to burnout components, illustrating the need to consider such components when conducting burnout‐related researchShow less >

Language :

Anglais

Peer reviewed article :

Oui

Audience :

Internationale

Popular science :

Non

Collections :

Lille Économie Management (LEM) - UMR 9221

Source :

Harvested from HAL

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