Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation

The purpose of this paper is to understand how salesperson motivations can affect negative states such as envy and emotional exhaustion in the workplace. The study uses Social Comparison Theory and Self-Determination Theory to explain how motivation influences the development of envy and emotional e...

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Veröffentlicht in:	Journal of business-to-business marketing 2022-10, Vol.29 (3-4), p.369-386
Hauptverfasser:	Hancock, Tyler, Pullins, Ellen Bolman, Johnson, Catherine M., Mallin, Michael L.
Format:	Artikel
Sprache:	eng
Schlagworte:	Burnout Corporate culture envy extrinsic motivation Hypotheses intrinsic motivation Motivation Sales Salespeople turnover intentions unethical selling behaviors
Online-Zugang:	Volltext
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