The impact of adverse life events on salesperson relationships with customers

Deva Rangarajan , Michael Peasley , Bert Paesbrugghe (1) , Rajesh Srivastava , Geoffrey Stewart

1 LEM - Lille économie management - UMR 9221

Previous research has shown that salesperson burnout affects sales productivity, employee retention, and job satisfaction. Although burnout has often been conceptualized as a multiple‐component construct, research typically has approached the efficacy of burnout reduction techniques by using overall measures of burnout rather than by examining the effects of such techniques on individual burnout components. The present research investigates how social support and choice of coping strategy relate to burnout components, illustrating the need to consider such components when conducting burnout‐related research

Domaines: Sciences de l'Homme et Société; Economies et finances

Deva Rangarajan, Michael Peasley, Bert Paesbrugghe, Rajesh Srivastava, Geoffrey Stewart. The impact of adverse life events on salesperson relationships with customers. Journal of Business and Industrial Marketing, 2020, ⟨10.1108/JBIM-05-2019-0274⟩. ⟨hal-02987172⟩