A meta-analytic review of emotional exhaustion in a sales context. Issue 3 (3rd July 2019)

• Record Type: Journal Article
• Authors: Edmondson, Diane R.; Matthews, Lucy M.; Ambrose, Scott C.
• Is Part Of: Journal of personal selling & sales management. Volume 39:Issue 3(2019)
• Page Start: 275
• Page End: 286
• Publication Date: 2019-07-03
• Subjects: emotional exhaustion -- sales -- meta-analysis -- burnout; Selling -- Periodicals; Sales management -- Periodicals; 658.81
• DOI: 10.1080/08853134.2019.1592684
• Languages: English
• ISSNs: 0885-3134

Abstract

Abstract: Despite 20 years of empirical study on salesperson burnout, involving dozens of articles, researchers have yet to reach consensus on a common knowledge base. As a result, momentum has waned in recent years without clear guidance on a path forward. Through meta-analytic review, this study seeks to clarify what is known in a sales setting about burnout's central component, emotional exhaustion. The findings will be juxtaposed with findings from similar meta-analytic reviews performed on emotional exhaustion in other work settings. Through this process, research gaps will emerge that can help guide more programmatic research in the future; the results will provide managers with clearer guidance on mitigating burnout.