Sales manager support: fostering emotional health in salespeople

Elyria Kemp · Aberdeen Leila Borders · Joe M. Ricks

59 citations0/0 files storedEuropean Journal of Marketing

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Stress and Burnout Research Job Satisfaction and Organizational Behavior Emotional Labor in Professions

Abstract

Purpose The purpose of this paper is to examine the role of sales manager support in promoting the subjective well‐being of salespeople as well as the function of the sales manager in cultivating positive, motivating and productive environments. Design/methodology/approach An exploratory assessment of the relationship between sales manager support and emotional health in salespeople was conducted by interviewing sales professionals from diverse industries. The insight offered from these individuals, in conjunction with prior literature, provided the basis for the development of a conceptual model that elucidates the impact of sales manager support on the emotional well‐being of salespeople and subsequently salesperson effectiveness. The model was tested using 154 salespeople. Structural equation modeling was used to analyze the data. Findings Results indicate that sales manager support is negatively related to emotional exhaustion and rumination, but positively associated with fostering positive working environments and future expectations. Salesperson motivation is positively related to positive working environments and customer‐oriented selling and negatively related to emotional exhaustion. Research limitations/implications The study is cross‐sectional in nature and no causal relationships could be established. Future studies might include field experiments that assess the effect of sales manager support on salesperson's well‐being and behavior. Practical implications The study demonstrates the important role sales managers have in promoting the subjective well‐being of salespeople. Originality/value This research addresses how sales manager coaching specifically impacts elements of a salesperson's emotional health.

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 1988Structural equation modeling in practice: A review and recommended two-step approach.2001The role of positive emotions in positive psychology: The broaden-and-build theory of positive emotions.1981The measurement of experienced burnout 1964Work and motivation 2001Accounting for common method variance in cross-sectional research designs.1991A prospective study of depression and posttraumatic stress symptoms after a natural disaster: The 1989 Loma Prieta earthquake.2006Common Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research

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