A process model of burnout among salespeople: Some new thoughts

The authors develop a process model of salesperson burnout based on the unique characteristics of the sales profession. They test the proposed model using data collected from 502 industrial salespeople, and then compare their model to the two most prominent extant models in the occupational literature. Results support the proposed model and indicate that it provides the best fit to the study data.

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Year of publication:	2007
Authors:	Lewin, Jeffrey E. ; Sager, Jeffrey K.
Published in:	Journal of Business Research. - Elsevier, ISSN 0148-2963. - Vol. 60.2007, 12, p. 1216-1224
Publisher:	Elsevier
Subject:	Salesperson burnout Burnout process models

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Type of publication:	Article
Source:	RePEc - Research Papers in Economics

Persistent link: https://www.econbiz.de/10008565564