engleski

Salesperson Burnout: Exploring the link with the Manager Support

Job burnout represents a serious contemporary problem. Social support from the supervisor may have the potential to attenuate the effects of burnout. The purpose of this paper is to investigate the influence of the sales manager support on the perceived level of all facets of burnout. The study findings suggest that positive manager support negatively influences the perceived levels of emotional exhaustion and personal non-accomplishment and has no influence on the depersonalization components of burnout. The highlighted relationships can help sales managers in their attempts to reduce burnout among their salespeople by providing them more social support. The results may also encourage organizations and policy makers to provide resources and take actions focused on enhancing manager supportive skills in order to reduce the negative burnout effects.

Salesperson burnout; Manager support; Sales managers

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