Effects of Social Support on Salespeople’s Person-Job Fit, Emotional Exhaustion and Adaptive Selling Behavior

2018 ◽  
Vol 23 (4) ◽  
pp. 117-136
Author(s):  
Myoung-Soung Lee ◽  
◽  
Dong-Mo Koo
Keyword(s):  
Social Support ◽  
Emotional Exhaustion ◽  
Job Fit ◽  
Adaptive Selling ◽  
Adaptive Selling Behavior

scholarly journals An investigation of sales managers’ aggressiveness in B2B sales leadership: The sequential mediation model of emotional exhaustion and adaptive selling

2021 ◽  
Vol 11 (8) ◽  
pp. 2243-2254
Author(s):  
Bilal Ahmad ◽  
Muhammad Imad ud Din Akbar ◽  
Mirza Huzaifa Asif ◽  
Naila Nureen
Keyword(s):  
Emotional Exhaustion ◽  
Emotional Labor ◽  
Empirical Studies ◽  
Conservation Of Resources ◽  
Negative Consequences ◽  
Sales Managers ◽  
Salesperson Performance ◽  
Adaptive Selling ◽  
Adaptive Selling Behavior ◽  
Relationship Of

The aim of this research is to investigate the influence of sales managers’ aggressiveness on ethical sales leadership and salesperson performance in B2B context, taking into consideration the sequential mediation of emotional labor and adaptive selling behavior. Sales managers spend most of their time in solving salesforce-related issues, while empirical studies have largely neglected such factors that can have negative consequences on salesforce-related tasks. In order to overcome this gap in the literature, we draw from conservation of resources (COR) theory to introduce and establish an advanced theoretical paradigm. The authors tested the model through 336 responses from B2B salesperson-manager dyads. The findings of the study reveal that sales managers’ aggressiveness has a negative association with ethical sales leadership. Also, sales managers’ aggressiveness is positively related to emotional exhaustion and negatively related to salesperson performance. Consequently, we found significant serial mediation of ethical sales leadership and adaptive selling behavior between the relationship of sales managers’ aggressiveness and salesperson performance. In last, manager decisiveness is playing as a significant moderator in the study. Theoretical contributions and practical implications are also discussed.

scholarly journals Making the Customer Orientation of Salespeople Unsustainable—The Moderating Effect of Emotional Exhaustion

2019 ◽  
Vol 11 (3) ◽  
pp. 735 ◽  
Author(s):  
Lifang Shu ◽  
Haiying Wei ◽  
Leiqing Peng
Keyword(s):  
Emotional Exhaustion ◽  
Customer Orientation ◽  
Moderating Effect ◽  
Conservation Of Resources ◽  
Adaptive Selling ◽  
Sustainable Operation ◽  
Main Effect ◽  
Adaptive Selling Behavior ◽  
The Relationship ◽  
Positive Effect

Customer orientation of salespeople usually leads to a sustainable positive effect on job performance, yet previous research has usually focused on the benefits of functional customer orientation, and less is known about its relational customer orientation’s outcomes. Based on conservation of resources theory, this research focuses on both types of customer orientation, functional and relational customer orientation, and investigates the moderating effect of emotional exhaustion on the relationship between customer orientation and adaptive selling behavior. We collected 282 valid questionnaires from frontline salespeople in China. Results showed that functional/relational customer orientation was positively correlated with salespeople’s adaptive selling behavior. Salespeople’s emotional exhaustion moderates the main effect: when emotional exhaustion is high, the relationship between functional/relational customer orientation and adaptive selling behavior is substantially weakened. This study contributes to a further understanding of the sustainable operation environment for customer orientation, and provides practical implications regarding the attainment of sustainable outcomes of customer orientation.

scholarly journals Dysfunctional Customer Behavior, Employee Service Sabotage, and Sustainability: Can Social Support Make a Difference?

2021 ◽  
Vol 18 (7) ◽  
pp. 3628
Author(s):  
Jinsoo Hwang ◽  
Yekyoung Yoo ◽  
Insin Kim
Keyword(s):  
Social Support ◽  
Emotional Exhaustion ◽  
Customer Behavior ◽  
Restaurant Industry ◽  
Customer Contact ◽  
Service Employees ◽  
Mediating Role ◽  
Proposed Model ◽  
Service Sabotage ◽  
Dysfunctional Customer Behavior

In a restaurant industry, dysfunctional customer behavior damages customer-contact service employees’ mental health which may lead to employee defection. This study examined the effects of dysfunctional customer behavior on service employees’ service sabotage which is a mechanisms for protecting themselves from outside pressures. Additionally, it determined if emotional exhaustion plays a mediating role in the relationship between dysfunctional customer behavior and employees’ service sabotage and verified the moderating role of social support. The proposed model was tested empirically using the data from 329 restaurant customer-contact service employees in South Korea. The results indicated that dysfunctional customer behavior increased the incidence of employees’ service sabotage. Moreover, emotional exhaustion was a significant mediator in the link from dysfunctional customer behavior to employees’ service sabotage. In addition, social support moderated the effects of dysfunctional customer behavior on service sabotage. This study provides insights into the effects of dysfunctional customer behavior and methods of supporting employees socially.

Can dealing with emotional exhaustion lead to enhanced happiness? The roles of planning and social support

Work & Stress ◽  
2017 ◽  
Vol 31 (2) ◽  
pp. 121-144 ◽  
Author(s):  
Carlos Ferreira Peralta ◽  
Maria Francisca Saldanha
Keyword(s):  
Social Support ◽  
Emotional Exhaustion

scholarly journals Proactive Personality as a Predictor of Career Adaptability and Career Growth Potential: A View From Conservation of Resources Theory

2021 ◽  
Vol 12 ◽  
Author(s):  
Su Wang ◽  
Mei Mei ◽  
Yang Xie ◽  
Yiting Zhao ◽  
Fu Yang
Keyword(s):  
Social Support ◽  
Emotional Exhaustion ◽  
Proactive Personality ◽  
Growth Potential ◽  
Conservation Of Resources ◽  
Career Adaptability ◽  
Friend Support ◽  
Career Growth ◽  
Positive Effect ◽  
Individualized Consideration

In the present study, we offered a new account for the development of career adaptability and the realization of career growth potential based on conservation of resources (COR) theory. Using data collected from 903 university students in China, we examined how and when proactive personality influences students’ career adaptability and career growth potential by introducing emotional exhaustion as a mediator as well as friend support and teacher individualized consideration as boundary conditions. Specifically, the results confirmed a positive effect of proactive personality on career adaptability, with this relationship mediated by emotional exhaustion. In addition, results suggested a positive effect of proactive personality on career growth potential, with this relationship mediated by emotional exhaustion and career adaptability. Moreover, results showed that in-school social support (i.e., friend support and teacher individualized consideration) served as moderators in the relationship between proactive personality and emotional exhaustion, such that the negative effect of proactive personality on emotional exhaustion was strengthened when students received high levels of social support. Theoretical implications of career adaptability research and COR theory and practical implications for promoting adaptability resources and career growth in university are provided.

Social Support, Work-Family Conflict, and Emotional Exhaustion in South Korea

2013 ◽  
Vol 113 (2) ◽  
pp. 619-634 ◽  
Author(s):  
Soojin Lee ◽  
Seckyoung Loretta Kim ◽  
Eun Kyung Park ◽  
Seokhwa Yun
Keyword(s):  
Social Support ◽  
South Korea ◽  
Family Support ◽  
Emotional Exhaustion ◽  
Family Conflict ◽  
Work Family Conflict ◽  
Work Family ◽  
Work Interference With Family ◽  
The Relationship ◽  
Work Interference

With an increase of female workforce and dual-earner families, work-family conflict has received particular attention. Using a sample of 159 employees in South Korea, this study examined whether work-family conflict mediated the relationship between social support and emotional exhaustion. Supervisor and family support were found to be related negatively to two different aspects of work-family conflict, i.e., work interference with family and family interference with work, respectively. Also, each dimension of work-family conflict was associated with employees' emotional exhaustion. The relationship between supervisor support and emotional exhaustion was mediated by work interference with family; whereas, the relationship between family support and emotional exhaustion was mediated by family interference with work. Implications and future research directions are discussed.

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