Alex Hamwi, Brian Nicholas Rutherford, James S. Boles and Ramana K. Madupalli
The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional…
Abstract
Purpose
The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome variable, job satisfaction – in a business-to-business sales setting.
Design/methodology/approach
Data from B2B salespeople were used to test the proposed model using structural equation modeling.
Findings
The results indicate that a more external locus of control will be: positively related to role stress factors; indirectly and positively related to emotional exhaustion; and negatively related to job satisfaction.
Originality/value
This study provides a managerially actionable foundation for influencing locus of control to increase a salesperson's satisfaction with his/her position.
Details
Keywords
G. Alexander Hamwi, Brian N. Rutherford and James S. Boles
The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support.
Abstract
Purpose
The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support.
Design/methodology/approach
Structural equation modeling is used to assess: the effects of role conflict and work‐family conflict on emotional exhaustion; role conflict and role ambiguity's effects on perceived organizational support; and whether perceived organization support is directly or indirectly linked to emotional exhaustion.
Findings
Findings from the study suggest that work‐family conflict and role conflict both significantly affect emotional exhaustion. Work‐family conflict also was found to impact on the relationship between perceived organizational support and emotional exhaustion. Finally, role conflict and role ambiguity were found to have a negative impact on perceived organizational support.
Originality/value
This study provides a foundation for reducing salespersons' emotional exhaustion and provides a method of increasing a salesforce's perception of organizational support.