The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships

Emotional exhaustion is a potentially important construct in examining sales force behavior and attitude relationships. A conceptual model and hypotheses are developed to study the antecedents and consequences of the emotional exhaustion construct. The hypotheses are tested using LISREL 7 to analyze...

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Veröffentlicht in:	Journal of the Academy of Marketing Science 1999, Vol.27 (1), p.58-70
Hauptverfasser:	Babakus, Emin, Cravens, David W, Johnston, Mark, Moncrief, William C
Format:	Artikel
Sprache:	eng
Schlagworte:	Attitudes Behavior Burnout Effects Employment Hypotheses Job satisfaction Marketing Organizational behavior Sales management Salespeople Statistical analysis Stress Studies Work environment
Online-Zugang:	Volltext
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