Salesperson Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study

Scott C. Ambrose; Brian Rutherford; C. David Shepherd; Armen Tashchian

Salesperson Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study

Scott C. Ambrose, Brian Rutherford, C. David Shepherd, Armen Tashchian

Research output: Contribution to conference › Presentation

Abstract

Although sales researchers have gained considerable knowledge regarding the multifaceted manifestation of burnout over recent years, inconsistent findings of role ambiguity as an antecedent to burnout abound. Given the complex boundary-spanning nature of sales, it is likely that global measures of role ambiguity fail to fully capture the domain and impact of role ambiguity. To help address this gap within the literature, this study provides a foundation that dimensions of role ambiguity impact aspects of the salesperson role differently. Specifically, findings are expected to provide evidence to help mitigate the negative impact of burnout by focusing on specific dimensions of role ambiguity.

Original language	American English
State	Published - Aug 2013
Externally published	Yes
Event	IMP Group Conference (Industrial Marketing and Purchasing) - Atlanta, GA Duration: Aug 1 2013 → …

Conference

Conference	IMP Group Conference (Industrial Marketing and Purchasing)
Period	8/1/13 → …

Keywords

salesperson burnout
job performance
job satisfaction
role ambiguity

Disciplines

Business
Sales and Merchandising

Cite this

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title = "Salesperson Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study",

abstract = " Although sales researchers have gained considerable knowledge regarding the multifaceted manifestation of burnout over recent years, inconsistent findings of role ambiguity as an antecedent to burnout abound. Given the complex boundary-spanning nature of sales, it is likely that global measures of role ambiguity fail to fully capture the domain and impact of role ambiguity. To help address this gap within the literature, this study provides a foundation that dimensions of role ambiguity impact aspects of the salesperson role differently. Specifically, findings are expected to provide evidence to help mitigate the negative impact of burnout by focusing on specific dimensions of role ambiguity. ",

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AU - Ambrose, Scott C.

AU - Rutherford, Brian

AU - Shepherd, C. David

AU - Tashchian, Armen

PY - 2013/8

Y1 - 2013/8

N2 - Although sales researchers have gained considerable knowledge regarding the multifaceted manifestation of burnout over recent years, inconsistent findings of role ambiguity as an antecedent to burnout abound. Given the complex boundary-spanning nature of sales, it is likely that global measures of role ambiguity fail to fully capture the domain and impact of role ambiguity. To help address this gap within the literature, this study provides a foundation that dimensions of role ambiguity impact aspects of the salesperson role differently. Specifically, findings are expected to provide evidence to help mitigate the negative impact of burnout by focusing on specific dimensions of role ambiguity.

AB - Although sales researchers have gained considerable knowledge regarding the multifaceted manifestation of burnout over recent years, inconsistent findings of role ambiguity as an antecedent to burnout abound. Given the complex boundary-spanning nature of sales, it is likely that global measures of role ambiguity fail to fully capture the domain and impact of role ambiguity. To help address this gap within the literature, this study provides a foundation that dimensions of role ambiguity impact aspects of the salesperson role differently. Specifically, findings are expected to provide evidence to help mitigate the negative impact of burnout by focusing on specific dimensions of role ambiguity.

KW - salesperson burnout

KW - job performance

KW - job satisfaction

KW - role ambiguity

M3 - Presentation

T2 - IMP Group Conference (Industrial Marketing and Purchasing)

Y2 - 1 August 2013

ER -