The impact of skill discretion and work demands on salesperson job satisfaction: the mediating influence of the burnout facets

This study seeks to advance our understanding of how skill discretion and hindrance demands impact both salesperson burnout and job satisfaction. Findings support that skill discretion and hindrance demands impact burnout, although to differing degrees. Skill discretion had the largest influence on personal accomplishment, while hindrance demands had the largest influence on depersonalization. When examining the influencers of job satisfaction, personal accomplishment had the largest total effect, while emotional exhaustion had the largest direct effect. Skill discretion had the largest indirect influence on job satisfaction, followed by depersonalization. In addition, our understanding of the mediating role of burnout is further developed. Overall, findings from this study help develop the understanding of how skills and demands influence both multi-faceted burnout and job satisfaction.