Reducing Emotional Exhaustion and Increasing Organizational Support

UNCG Author/Contributor (non-UNCG co-authors, if there are any, appear on document)
James S. Boles, Professor (Creator)
Institution
The University of North Carolina at Greensboro (UNCG )
Web Site: http://library.uncg.edu/

Abstract: Purpose: The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support. Design/methodology/approach: Structural equation modeling is used to assess: the effects of role conflict and work-family conflict on emotional exhaustion; role conflict and role ambiguity's effects on perceived organizational support; and whether perceived organization support is directly or indirectly linked to emotional exhaustion. Findings: Findings from the study suggest that work-family conflict and role conflict both significantly affect emotional exhaustion. Work-family conflict also was found to impact on the relationship between perceived organizational support and emotional exhaustion. Finally, role conflict and role ambiguity were found to have a negative impact on perceived organizational support. Originality/value: This study provides a foundation for reducing salespersons' emotional exhaustion and provides a method of increasing a salesforce's perception of organizational support.

Additional Information

Publication
Journal of Business and Industrial Marketing, Volume 26 (Number 1 2011) pp. 4-16
Language: English
Date: 2011
Keywords
sales force, emotional dissonance, stress, work psychology, family

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