Title

Reducing Emotional Exhaustion by Increasing Organizational Support

Abstract

Purpose: The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support.

Design/methodology/approach: Structural equation modeling is used to assess: the effects of role conflict and work‐family conflict on emotional exhaustion; role conflict and role ambiguity's effects on perceived organizational support; and whether perceived organization support is directly or indirectly linked to emotional exhaustion.

Findings: Findings from the study suggest that work‐family conflict and role conflict both significantly affect emotional exhaustion. Work‐family conflict also was found to impact on the relationship between perceived organizational support and emotional exhaustion. Finally, role conflict and role ambiguity were found to have a negative impact on perceived organizational support.

Originality/value: This study provides a foundation for reducing salespersons' emotional exhaustion and provides a method of increasing a salesforce's perception of organizational support.

Department(s)

Marketing

Document Type

Article

DOI

https://doi.org/10.1108/08858621111097166

Keywords

sale force, emotional dissonance, stress, work psychology, family

Publication Date

7-3-1905

Journal Title

Journal of Business & Industrial Marketing (2011).

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