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Boundary Spanner Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study
Industrial Marketing Management
  • Scott C. Ambrose, Emory and Henry College
  • Brian N. Rutherford, Kennesaw State University
  • C. David Shepherd, Georgia Southern University
  • Armen Tashchian, Kennesaw State University
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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.

Citation Information
Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd and Armen Tashchian. "Boundary Spanner Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study" Industrial Marketing Management Vol. 43 Iss. 6 (2014) p. 1070 - 1078
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