Validating the Reduce Burnout Scale and Sequencing of Burnout

Authors

Brian N. Rutherford, Kennesaw State UniversityFollow
David C. Shephred, Georgia Southern UniversityFollow
Armen Tashchian, Kennesaw State UniversityFollow

Department

Marketing and Professional Sales

Document Type

Article

Publication Date

6-13-2014

Abstract

Given the renewed interest in salesperson burnout, three research objectives that are key to uniting and moving the sales literature forward are addressed. Specifically, sequencing issues with the ordering of the burnout facets are addressed. Then, facets of burnout as both direct and indirect predictors of job performance are examined. Finally, the study places the burnout facets within a nomological network. Findings suggest that emotional exhaustion is a direct predictor of job performance, whereas, depersonalization and personal accomplishment have an indirect affect on job performance. [ABSTRACT FROM AUTHOR]