Citations (49)
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David E. Fleming, Andrew B. Artis, Eric G. Harris, J. Ricky Fergurson & Matthew A Askew. (2022) Reducing Salesperson Turnover Intentions via Organizational Market Orientation and Selective Hiring: A Job Demand-Resources Approach. Journal of Business-to-Business Marketing 29:3-4, pages 247-269.
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Veronika L. Selzer, Jan H. Schumann, Marion Büttgen, Zelal Ates, Marcin Komor & Julian Volz. (2021) Effective coping strategies for stressed frontline employees in service occupations: outcomes and drivers. The Service Industries Journal 41:5-6, pages 382-399.
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Diane R. Edmondson, Lucy M. Matthews & Scott C. Ambrose. (2019) A meta-analytic review of emotional exhaustion in a sales context. Journal of Personal Selling & Sales Management 39:3, pages 275-286.
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Alan J. Dubinsky & Cindy B. Rippé. (2018) Work–family conflict in the sales force redux: A compendium of influencers. Journal of Marketing Channels 25:3, pages 101-116.
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Nawar N. Chaker, David W. Schumann, Alex R. Zablah & Daniel J. Flint. (2016) Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters?. Journal of Marketing Theory and Practice 24:3, pages 344-364.
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Lori A. Brown & Michael E. Roloff. (2015) Organizational Citizenship Behavior, Organizational Communication, and Burnout: The Buffering Role of Perceived Organizational Support and Psychological Contracts. Communication Quarterly 63:4, pages 384-404.
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Tsukasa Kato. (2014) Coping with interpersonal stress and psychological distress at work: comparison of hospital nursing staff and salespeople. Psychology Research and Behavior Management 7, pages 31-36.
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Christophe Fournier, William A. Weeks, Christopher P. Blocker & Lawrence B. Chonko. (2013) Polychronicity and Scheduling’s Role in Reducing Role Stress and Enhancing Sales Performance. Journal of Personal Selling & Sales Management 33:2, pages 197-209.
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Jaewon (Jay) Yoo & Gary L. Frankwick. (2013) Exploring the Impact of Social Undermining on Salesperson Deviance: An Integrated Model. Journal of Personal Selling & Sales Management 33:1, pages 79-90.
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Sunil Erevelles & Nobuyuki Fukawa. (2013) The Role of Affect in Personal Selling and Sales Management. Journal of Personal Selling & Sales Management 33:1, pages 7-24.
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BrianN. Rutherford, Yujie Wei, JungKun Park & Won-Moo Hur. (2012) Increasing Job Performance and Reducing Turnover: An Examination of Female Chinese Salespeople. Journal of Marketing Theory and Practice 20:4, pages 423-436.
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Sandrine Hollet-Haudebert, Jay Prakash Mulki & Christophe Fournier. (2011) Neglected Burnout Dimensions: Effect of Depersonalization and Personal Nonaccomplishment on Organizational Commitment of Salespeople. Journal of Personal Selling & Sales Management 31:4, pages 411-428.
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C. David Shepherd, Armen Tashchian & Rick E. Ridnour. (2011) An Investigation of the Job Burnout Syndrome in Personal Selling. Journal of Personal Selling & Sales Management 31:4, pages 397-409.
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Fernando Jaramillo, Jay Prakash Mulki & James S. Boles. (2011) Workplace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link?. Journal of Personal Selling & Sales Management 31:3, pages 339-356.
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Jeffrey E. Lewin & Jeffrey K. Sager. (2010) The Influence of Personal Characteristics and Coping Strategies on Salespersons’ Turnover Intentions. Journal of Personal Selling & Sales Management 30:4, pages 355-370.
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Articles from other publishers (34)
Aline Isabelle Lanzrath, Christian Homburg & Robin-Christopher M. Ruhnau. (2023) Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions. Journal of the Academy of Marketing Science.
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Teidorlang Lyngdoh, Ellis Chefor & Bruno Lussier. (2022) Exploring the influence of supervisor and family work support on salespeople’s engagement and unethical behaviors. Journal of Business & Industrial Marketing 38:9, pages 1880-1898.
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Mohammad Sakif Amin, Aaron D. Arndt & Emily C. Tanner. (2023) Impact of stereotype threat on sales anxiety. Journal of Business Research 154, pages 113295.
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Martin Ahlenius, Björn Berggren, Tommy Gerdemark, Jonas Kågström & Lars-Johan Åge. (2022) The occupational life cycle of real estate brokers: a cohort study. Journal of European Real Estate Research 15:3, pages 351-367.
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Deva Rangarajan, Michael Peasley, Bert Paesbrugghe, Rajesh V. Srivastava & Geoffrey T. Stewart. (2020) The impact of adverse life events on salesperson relationships with customers. Journal of Business & Industrial Marketing 36:12, pages 2126-2138.
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Ashish Kalra, Raj Agnihotri & Elten Briggs. (2020) The Role of Frontline Employees’ Competitive Intelligence and Intraorganizational Social Capital in Driving Customer Outcomes. Journal of Service Research 24:2, pages 269-283.
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Bruno Lussier, Nathaniel N. Hartmann & Willy Bolander. (2019) Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach. Journal of Business Ethics 169:4, pages 747-766.
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Jinsoo Hwang, Yekyoung Yoo & Insin Kim. (2021) Dysfunctional Customer Behavior, Employee Service Sabotage, and Sustainability: Can Social Support Make a Difference?. International Journal of Environmental Research and Public Health 18:7, pages 3628.
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Merve Gizem ÇÖMLEKÇİ & Müge Leyla YILDIZ. (2021) YETENEK YÖNETİMİ UYGULAMALARI ALGISININ İŞE ADANMIŞLIĞA ETKİSİNDE ALGILANAN YÖNETİCİ DESTEĞİNİN ROLÜ: BANKACILIK SEKTÖRÜNDE BİR ARAŞTIRMATHE ROLE OF PERCEIVED SUPERVISOR SUPPORT ON THE EFFECT OF THE PERCEPTION OF TALENT MANAGEMENT PRACTICES ON WORK ENGAGEMENT: A RESEARCH IN THE BANKING SECTOR. Öneri Dergisi 16:55, pages 24-50.
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Teidorlang Lyngdoh, Ellis Chefor, Bryan Hochstein, Benjamin P. Britton & Douglas Amyx. (2021) A systematic literature review of negative psychological states and behaviors in sales. Journal of Business Research 122, pages 518-533.
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Pengfei Zhao & Matthew A. Lapierre. (2020) Stress, dependency, and depression: An examination of the reinforcement effects of problematic smartphone use on perceived stress and later depression. Cyberpsychology: Journal of Psychosocial Research on Cyberspace 14:4.
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Renee Rui Chen, Carol Xiaojuan Ou, Wei Wang, Zhuo Peng & Robert M. Davison. (2020) Moving beyond the direct impact of using CRM systems on frontline employees' service performance: The mediating role of adaptive behaviour. Information Systems Journal 30:3, pages 458-491.
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Belén Bande, Fernando Jaramillo, Pilar Fernández-Ferrín & José A. Varela. (2019) Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion. Journal of Business Research 95, pages 143-155.
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Charn P. McAllister & Pamela L. Perrewé. (2016) About to Burst: How State Self-Regulation Affects the Enactment of Bullying Behaviors. Journal of Business Ethics 153:3, pages 877-888.
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Rajesh V. Srivastava & Thomas Tang. (2018) Coping intelligence theory: coping strategies, satisfaction and sales commission. Journal of Business & Industrial Marketing 33:5, pages 610-624.
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Yu-Ping Chen & Margaret Shaffer. (2018) The influence of expatriate spouses’ coping strategies on expatriate and spouse adjustment. Journal of Global Mobility: The Home of Expatriate Management Research 6:1, pages 20-39.
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Elten Briggs, Ashish Kalra & Raj Agnihotri. (2018) Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment. Journal of Business & Industrial Marketing 33:1, pages 84-94.
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Vijayadurai J.PHDPHD & Subburaj A.PHDPHD. (2017) Hey Stress, I Stress to De-Stress Me from Distress: A Study on Indian Police Constables. GATR Journal of Management and Marketing Review 2:3, pages 162-170.
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Kanokporn Sriwilai & Peerayuth Charoensukmongkol. (2015) Face it, don't Facebook it: Impacts of Social Media Addiction on Mindfulness, Coping Strategies and the Consequence on Emotional Exhaustion. Stress and Health 32:4, pages 427-434.
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Daniel D. Prior. (2016) Boundary spanning and customer service styles in business solutions implementation. Industrial Marketing Management 56, pages 120-129.
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Annie H. Liu, Richa Chugh & Albert Noel Gould. (2016) Working smart to win back lost customers the role of coping choices and justice mechanisms. European Journal of Marketing 50:3/4, pages 397-420.
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Jaewon (Jay) Yoo & Todd J. Arnold. (2015) Frontline Employee Customer-Oriented Attitude in the Presence of Job Demands and Resources. Journal of Service Research 19:1, pages 102-117.
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Rajesh Srivastava & Thomas Li-Ping Tang. (2014) Coping Intelligence: Coping Strategies and Organizational Commitment Among Boundary Spanning Employees. Journal of Business Ethics 130:3, pages 525-542.
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GangOk Jung, Seong-Goo Ji & Kwon, Hang Gu. (2014) Antecedents and Consequences of Job Engagement and Burnout for Multilevel Marketing Distributors : Based on the Job Demands-Resources Model. Journal of Korea Service Management Society 15:3, pages 175-209.
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Jiaxi Zhang, Meng Cui, Wei Wang, Huijie Lu, Qing Wu, Xia Zhu, Danmin Miao, Yan Zhang, Xi Feng & Wei Xiao. (2014) The Coexistence of Coping Resources and Specific Coping Styles in Stress: Evidence from Full Information Item Bifactor Analysis. PLoS ONE 9:5, pages e96451.
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Taeshik Gong, Youjae Yi & Jin Nam Choi. (2013) Helping Employees Deal With Dysfunctional Customers. Journal of Service Research 17:1, pages 102-116.
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Peerayuth Charoensukmongkol. (2014) The contributions of mindfulness meditation on burnout, coping strategy, and job satisfaction: Evidence from Thailand. Journal of Management & Organization 19:5, pages 544-558.
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