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      Can’t Leave it at Home? The Effects of Personal Stress on Burnout and Salesperson Performance

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          Abstract

          Personal stress is a prevalent problem in a connected world. For salespeople, demands of a connected workplace have largely eliminated boundaries between personal and work life, allowing stress from personal issues to spill over into their work. Thus, problems of health, relationships, and finances are no longer “left at home” for salespeople. Rather, a less central workplace model (e.g., remote workplaces and mobile platforms) and 24/7 work expectations expand the workplace, which comingles personal and work demands. Utilizing a sample of 331 salespeople, we study personal stressors that cross boundaries into the workplace and find that they play a critical role in the formation of burnout across its dimensions, which leads to reduced salesperson performance. Our research contributes to the sales literature by investigating individual personal stressors via Job Demands and Conservation of Resources theories and offers insights for managers of salespeople that face both personal and work stress.

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          Most cited references67

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          Role Conflict and Ambiguity in Complex Organizations

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            Common Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research

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                Author and article information

                Contributors
                Journal
                J Bus Res
                J Bus Res
                Journal of Business Research
                Elsevier Inc.
                0148-2963
                0148-2963
                26 May 2020
                26 May 2020
                Affiliations
                [a ]College of Business, Middle Tennessee State University, 1301 East Main Street, Murfreesboro, TN 37132-0001
                [b ]Culverhouse College of Business, University of Alabama, Alston 164, Box 870225, Tuscaloosa, AL 35406
                [c ]Culverhouse College of Business, University of Alabama, Box 870225, Tuscaloosa, AL 35406
                [d ]Moody Company/BORSF Endowed Chair in Regional Business Development, Associate Professor of Marketing, B.I. Moody, III College of Business Administration, University of Louisiana, PO BOX 43661, Lafayette, LA 70504
                Article
                S0148-2963(20)30305-2
                10.1016/j.jbusres.2020.05.014
                7247989
                c458b797-5e54-435d-a15b-f128ac86cb8d
                © 2020 Elsevier Inc. All rights reserved.

                Since January 2020 Elsevier has created a COVID-19 resource centre with free information in English and Mandarin on the novel coronavirus COVID-19. The COVID-19 resource centre is hosted on Elsevier Connect, the company's public news and information website. Elsevier hereby grants permission to make all its COVID-19-related research that is available on the COVID-19 resource centre - including this research content - immediately available in PubMed Central and other publicly funded repositories, such as the WHO COVID database with rights for unrestricted research re-use and analyses in any form or by any means with acknowledgement of the original source. These permissions are granted for free by Elsevier for as long as the COVID-19 resource centre remains active.

                History
                : 5 September 2019
                : 6 May 2020
                : 7 May 2020
                Categories
                Article

                health stress,relationship stress,financial stress,sales,burnout,job-demands resource theory

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