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Validating the Reduced Burnout Scale and Sequencing of Burnout
Journal of Business Research
  • Brian N. Rutherford, Kennesaw State University
  • C. David Shepherd, Georgia Southern University
  • Armen Tashchian, Kennesaw State University
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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.

Citation Information
Brian N. Rutherford, C. David Shepherd and Armen Tashchian. "Validating the Reduced Burnout Scale and Sequencing of Burnout" Journal of Business Research Vol. 68 Iss. 1 (2015) p. 67 - 73
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