Abstract

This paper develops a theoretical model that focuses on the extent to which coping may reduce boundary-spanning employee burnout. Based on data collected from 512 salespeople in the US, I conclude that those sales people that use right form of coping will end up reducing burnout. Burnout is known to cause a negative impact on a company, so if the determinants are realized then managers and employees can one day learn to effectively cope and maybe even prevent this dangerous cancer from spreading throughout the organization. My model reveals that coping has a major influence in reducing burnout in sales people. A great way to deal with these negative outcomes of sales job is to cope with the stress on a regular basis. Salespeople who take the positive approach or also called problem focused approach tend to deal with the stress in much better form; they attack the root cause of it and tend to have less effect of emotional exhaustion and depersonalization. While those who take the negative approach or emotion focused approach, tend to show a negative effect of stress and display higher incidence of exhaustion and depersonalization. Employees of the companies and especially managers need to be educated on these topics so that when problems arise they will be prepared to handle them in a manner that will maximize the organization’s productivity and reduce stress. If the problems is caught and tackled early on, then employees would not have to spend their time and energy on negatively coping with these stressful situations. The employees should be taught to cope with stress in a positive manner and should be taught to take problem-focused approach to coping.

Keywords: burnout, boundary spanner, coping, depersonalization, emotional exhaustion, sales people, stress.

JEL Classification: M.

Cite as: Srivastava, R. (2018). Salespeople Stress and How Should They Cope With It To Avoid the Burnout. SocioEconomic Challenges, 3(2), 59-65. DOI: 10.21272/sec.3(2).59-65.2018

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