Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach

Bruno Lussier (), Nathaniel N. Hartmann () and Willy Bolander ()
Additional contact information
Bruno Lussier: HEC Montréal
Nathaniel N. Hartmann: University of Hawaiʻi at Mānoa
Willy Bolander: Florida State University

Journal of Business Ethics, 2021, vol. 169, issue 4, No 9, 747-766

Abstract: Abstract Recent events and popularized stereotypes call into question the ethics of salesperson behaviors. Although prior research demonstrates that salespeople’s emotional exhaustion can have negative consequences for several job outcomes, little is known about the factors that can mitigate such relationships—particularly the relationship between emotional exhaustion and ethical behavior. To remedy this knowledge gap, we draw from self-control theory to propose a novel theoretical framework and develop hypotheses. These hypotheses are tested on a unique dataset consisting of survey data collected from 123 matched business-to-business (B2B) salesperson–manager dyads. The findings reveal that (1) emotional exhaustion is negatively associated with sales performance, (2) emotional exhaustion is negatively associated with ethical behaviors, (3) ethical behaviors are positively associated with sales performance, (4) ethical behaviors mediate emotional exhaustion’s negative effect on sales performance, (5) perceived supervisor support attenuates the negative association between emotional exhaustion and ethical behaviors, and (6) contrary to expectations, grit strengthens the negative association between emotional exhaustion and ethical behaviors. As we show here, perceived supervisor support may attenuate the undesirable effects of emotional exhaustion on ethical behaviors and sales performance. The article’s broader contribution thus lies in its suggestion that managers pay special attention to these factors. Moreover, factors such as grit can have unexpected and undesirable influences; therefore, we draw attention to the importance of scrutinizing these interactions, even when the factors involved are almost universally touted as beneficial. Theoretical and practical implications of the research are discussed.

Keywords: Salesperson–manager dyads; Emotional exhaustion; Ethical behaviors; Sales performance; Perceived supervisor support; Grit; Self-control theory (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (3)

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DOI: 10.1007/s10551-019-04271-z

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