A meta-analytic review of emotional exhaustion in a sales context

Abstract

Despite 20 years of empirical study on salesperson burnout, involving dozens of articles, researchers have yet to reach consensus on a common knowledge base. As a result, momentum has waned in recent years without clear guidance on a path forward. Through meta-analytic review, this study seeks to clarify what is known in a sales setting about burnout’s central component, emotional exhaustion. The findings will be juxtaposed with findings from similar meta-analytic reviews performed on emotional exhaustion in other work settings. Through this process, research gaps will emerge that can help guide more programmatic research in the future; the results will provide managers with clearer guidance on mitigating burnout.

Keywords:

• emotional exhaustion
• sales
• meta-analysis
• burnout

Disclosure statement

No potential conflict of interest was reported by the authors.

Additional information

Funding

Funding for this project was provided by the Dean’s Fund for Research Excellence, Jones College of Business