Burnout in salespeople: A three-wave study to examine job characteristics’ predictions and consequences for performance

Abstract

The present study aims to test (1) the main effects of job demands and control on burnout and (2) the contribution of burnout to explaining variance in job performance, namely in-role performance and service-oriented organizational citizenship behaviour (service-OCB). The hypotheses were tested in a three-wave study among a sample of 94 Portuguese salespeople. The results provided partial evidence for the main cross-sectional effects of demands and control on burnout, but they did not provide evidence of carry-over effects six months later. Exhaustion was found to reduce extra-role performance over a six-month period.

Keywords

employee health job content performance management

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