Title

Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers

Department

Marketing & Professional Sales

Document Type

Article

Publication Date

Fall 2011

Abstract

Given the negative effect that burnout has on the sales force, such as increased turnover intentions and decreased performance, measurement improvements on this multidimensional construct can have implications regarding how to manage the drivers and outcomes of burnout. However, little is known about the impact of the multiple burnout dimensions in sales contexts because researchers typically opt to collect data using the emotional exhaustion subscale instead of the complete Maslach burnout inventory, which also includes personal accomplishment and depersonalization facets. Using business-to-business and retail salespeople, this study reduces the 22-item burnout scale to 10 items in order to facilitate salesperson burnout research.