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Article
An Investigation of the Job Burnout Syndrome in Personal Selling
Journal of Personal Selling & Sales Management
  • C. David Shepherd, Georgia Southern University
  • Armen Tashchian, Kennesaw State University
  • Rick E. Ridnour, Northern Illinois University
Document Type
Article
Publication Date
1-1-2011
DOI
10.2753/PSS0885-3134310403
Abstract
Job burnout has been described as a syndrome of emotional exhaustion, depersonalization, and a feeling of reduced personal accomplishment that frequently occurs among individuals who do client-centered work of some kind such as selling. Burnout is a particularly troubling condition as it has been related to a host of organizational problems ranging from increased turnover to decreased job satisfaction and performance. Burnout has been well documented and studied in several client-centered positions such as nursing and teaching, but it has received little attention in the sales literature. This paper builds on previous research by shedding light on the sequential steps in the burnout process in personal selling while empirically testing a model of burnout in the professional selling position.
Citation Information
C. David Shepherd, Armen Tashchian and Rick E. Ridnour. "An Investigation of the Job Burnout Syndrome in Personal Selling" Journal of Personal Selling & Sales Management Vol. 31 Iss. 4 (2011) p. 397 - 409
Available at: http://works.bepress.com/c_david_shepherd/3/