THE INDIVIDUAL AND ORGANIZATIONAL HAZARDS OF LONELINESS ON SALESPEOPLE

John E. Cicala

Review of Business and Finance Studies, 2014, vol. 5, issue 1, 27-36

Abstract: The selling process with its various antecedents and consequences is a common focus of research. Emotion-based conditions such as exhaustion and burnout are receiving growing attention due to their tremendous impact on salesperson behavior and performance. Yet, no research currently exists into the physical effects that salespeople are at risk for due to the demanding and isolated nature of their jobs. Such health consequences could subsequently have exceedingly negative organizational drawbacks. Given the importance of Sales to most businesses, a better understanding of these substantial threats is required.

Keywords: Sales; Salesperson; Physical; Consequences; Turnover (search for similar items in EconPapers)
JEL-codes: M31 M51 (search for similar items in EconPapers)
Date: 2014
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