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.
Reducing Emotional Exhaustion and Increasing Organizational Support
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Created on 12/17/2021
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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