Article
A Meta-Analytic Review of Emotional Exhaustion in a Sales Context
Journal of Personal Selling & Sales Management
(2019)
Abstract
Despite 20 years of empirical study on salesperson burnout, involving dozens of articles, researchers have yet to reach consensus on a common knowledge base. As a result, momentum has waned in recent years without clear guidance on a path forward. Through meta-analytic review, this study seeks to clarify what is known in a sales setting about burnout’s central component, emotional exhaustion. The findings will be juxtaposed with findings from similar meta-analytic reviews performed on emotional exhaustion in other work settings. Through this process, research gaps will emerge that can help guide more programmatic research in the future; the results will provide managers with clearer guidance on mitigating burnout.
Keywords
- emotional exhaustion,
- sales,
- meta-analysis,
- burnout
Disciplines
Publication Date
May 6, 2019
DOI
https://doi.org/10.1080/08853134.2019.1592684
Citation Information
Diane R. Edmondson, Lucy M. Matthews and Scott C. Ambrose. "A Meta-Analytic Review of Emotional Exhaustion in a Sales Context" Journal of Personal Selling & Sales Management (2019) ISSN: 1557-7813 Available at: http://works.bepress.com/scott_c_ambrose/22/