A meta-analytic review of emotional exhaustion in a sales context

doi:10.1080/08853134.2019.1592684

Paper

A meta-analytic review of emotional exhaustion in a sales context

Published May 6, 2019 · D. Edmondson, L. Matthews, Scott C. Ambrose

Journal of Personal Selling & Sales Management

56

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4

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Abstract

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.

Meta-Analysis

Study Snapshot

This study aims to clarify emotional exhaustion's central component in sales settings, providing managers with clearer guidance on mitigating burnout and guiding future research.

PopulationOlder adults (50-71 years)

Sample size24

MethodsObservational

OutcomesBody Mass Index projections

ResultsSocial networks mitigate obesity in older groups.

A meta-analytic review of emotional exhaustion in a sales context

References

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