A systematic literature review of negative psychological states and behaviors in sales

Teidorlang Lyngdoh, Ellis Chefor, Bryan Hochstein, Benjamin P. Britton and Douglas Amyx

Journal of Business Research, 2021, vol. 122, issue C, 518-533

Abstract: In sales settings, negativity typically manifests in two forms. Negative psychological states (NpS), such as stress, burnout, and/or depression can result from sales activities. Negative sales behaviors are actions counter to the expected behaviors associated with the sales role. Both NpS and negative behaviors lead to reduced performance and disengaged employees. Yet, despite their importance, no single analysis of how these various negative topics are related exists. Thus, the present research utilizes the systematic literature review approach to investigate NpS and behaviors in sales settings. The present research contributes to the literature in four main ways, through: (1) explication of forty-nine salient constructs; (2) identification of NpS and behaviors construct roles in prior research; (3) systematic review of past research and trends; and (4) presenting a comprehensive set of future research opportunities.

Keywords: Sales; Negative psychological states; Stress; Burnout; Deviance; Systematic literature review (search for similar items in EconPapers)
Date: 2021
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:122:y:2021:i:c:p:518-533

DOI: 10.1016/j.jbusres.2020.09.031

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