Antecedents and consequences of salesperson burnout

By G. Low, D. Cravens, Ken A. Grant, William C. Moncrief. 2001

324 citations recorded by the source corpus.

Subfields: General Health Professions, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/46d8703b89fc5c68bd957ca5274720e5e820d7c5

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In General Health Professions

In Organizational Behavior and Human Resource Management

Citations in the corpus

Workplace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link? (2011, background): “Sales force researchers have concluded that role stressors have significant negative effects on organizational variables (Avlonitis and Panagopoulos 2006; Low et al. 2001; Singh 1998).”
The Effects of Job Demands, Job Resources and Intrinsic Motivation on Emotional Exhaustion and Turnover Intentions: A Study in the Turkish Hotel Industry (2008, methodology): “Intrinsic motivation was measured via four (4) items from Low, Cravens, Grant, and Moncrief (2001) .”
Consumer Brand Managers' Job Stress, Job Satisfaction, Perceived Performance and Intention to Leave (2004, background): “For example, it was concluded that an increase in job satisfaction has a negative impact on salespeople’s intention to leave their job (Brown and Peterson 1993; Naumann et al. 2000; Low et al. 2001).”
The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job Performance (2006, background): “Such confusion leads to lower job satisfaction and high turnover intention (Low et al. 2001; Netemeyer, Brashear-Alejandro, and Boles 2004).”
The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover among Salespeople (2009, methodology): “Performance was measured using four items from the scale used by Low et al. (2001).”
The Impact of Salesperson Motivation on Role Perceptions and Job Performance—A Cognitive and Affective Perspective (2007, methodology): “2001; Low et al. . 2001), but the relative impact of global I/E motivation on sales performance has been inconsistent. Although intrinsic motivation has been postulated to be a stronger predictor of performance than extrinsic motivation (e.g., Anderson and Oliver 1987; Weitz, Sujan, and Sujan 1986),”
The effect of law enforcement stress on organizational commitment (2005, result): “Although these results contradict previous research conducted with samples drawn from salespeople and customer service employees (e.g. Babakus et al., 1999; Brown and Peterson, 1994; Low et al., 2001) they are consistent with research that indicates that role conflict and role ambiguity concern less”
Salesperson Burnout: A Test of the Coping-Mediational Model of Social Support (2008, background): “Workers in people-oriented professions such as social services (Coggburn and Hays 2004), health care (Winstanley and Whittington 2002), education (Van Emmerik 2002), and sales (Low et al. 2001) are at increased risk of burning out.”