Title

Validating the Reduced Burnout Scale and Sequencing of Burnout

Document Type

Article

Publication Date

1-2015

Publication Title

Journal of Business Research

DOI

10.1016/j.jbusres.2014.05.006

Abstract

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.

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