A process model of burnout among salespeople: Some new thoughts

Jeffrey E. Lewin and Jeffrey K. Sager

Journal of Business Research, 2007, vol. 60, issue 12, 1216-1224

Abstract: The authors develop a process model of salesperson burnout based on the unique characteristics of the sales profession. They test the proposed model using data collected from 502 industrial salespeople, and then compare their model to the two most prominent extant models in the occupational literature. Results support the proposed model and indicate that it provides the best fit to the study data.

Keywords: Salesperson; burnout; Burnout; process; models (search for similar items in EconPapers)
Date: 2007
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Citations: View citations in EconPapers (20)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:60:y:2007:i:12:p:1216-1224

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