Title

Boundary spanner mult-faceted role ambiguity and burnout: An exploratory study

Department

Marketing & Professional Sales

Document Type

Article

Publication Date

9-1-2015

Abstract

Although researchers have gained considerable knowledge regarding the multi-faceted manifestation of burnout over recent years, inconsistent findings of role ambiguity as an antecedent to burnout are still prevalent. Given the complex boundary-spanning nature of sales, it is likely that global measures of role ambiguity fail to fully capture the domain and impact of role ambiguity. To help address this gap, this study provides initial evidence that facets of role ambiguity impact burnout manifestation in the sales role differently. Specifically, findings provide a foundation to help mitigate the negative impact of burnout by focusing on only certain facets of role ambiguity.