Antecedentes y efectos del "burnout-engagement" del vendedor

• Autores: Natalia Vila López, Inés Küster Boluda, Elena Pardo
• Localización: Cuadernos de economía y dirección de la empresa, ISSN 1138-5758, Vol. 15, Nº 3, 2012, págs. 154-167
• Idioma: español
• DOI: 10.1016/j.cede.2012.02.001
• Enlaces
  • Texto completo (pdf)
• Dialnet Métricas: 3 Citas
• Referencias bibliográficas
  • Adams, G.A., King, L.A., King, D.W., 1996. Relationships of job and family involvement, family social support, and work-family conflict with...
  • Allen, T.D., 2001. Family-supportive work environments: The role of organizational perceptions. Journal of Vocational Behaviour 58, 414-435.
  • Allen, T.D., Herst, D.E.L., Bruck, C.S., Sutton, M., 2000. Consequences associated with work-tofamily conflict: A review and agenda for future...
  • Allen, T.D., Russell, J.E.A., 1999. Parental leave of absence: Some not so family friendly implications. Journal of Applied Social Psychology,...
  • Anderson, E., Oliver, R.L., 1987. Perspectives on behaviour-based versus outcomebased sales force control systems. Journal of Marketing 51,...
  • Anglin, K.A., Stolman, J.J., Gentry, J.W., 1990. The congruence of manager perception of salesperson performance and knowledge-based measures...
  • Aryee, S., 1992. Antecedents and outcomes of work-family conflict among married professional women: Evidence from Singapore. Human Relations...
  • Aryee, S., 1993. Dual-earner couples in Singapore: An examination of work and non-work sources of their experienced Burnout. Human Relations...
  • Babakus, E., Cravens, D.W., Johnston, M., Moncrief, W.C., 1999. The role of emotional exhaustion in sales force attitude and behaviour relationships....
  • Bacharach, S.B., Bamberger, P., Conley, S., 1991. Work-home conflict among nurses and engineers: mediating the impact of role stress on burnout...
  • Bakker, A.B., Demerouti, E., Verbeke, W., 2004. Using the job demands-resources model to predict Burnout and performance. Human Resource Management...
  • Bakker, A., Demerouti, E., Schaufeli, W., 2005. The crossover of burnout and work engagement among working couples. Human Relations 85 (5),...
  • Baldauf, A., Cravens, D.W., Grant, K., 2002. Consequences of sales management control in field sales organizations: A cross-national perspective....
  • Bedeian, A.G., Burke, B.G., Moffett, R., 1988. Outcomes of work-family conflict among married male and female professionals. Academy of Management...
  • Behrman, D.N., Perreault Jr., W.D., 1984. A role stress model of the performance and satisfaction of industrial salespersons. Journal of Marketing...
  • Behson, S.J., 2005. The relative contribution of formal and informal organizational work-family support. Journal of Vocational Behaviour 66,...
  • Bhuian, S.N., Menguc, B., Borsboom, R., 2005. Stressors and job outcomes in sales: a triphasic model versus a linear-quadratic-interactive...
  • Boles, J.S., Johnston, M.W., Hair Jr., J.F., 1997. Role stress, work-family conflict and emotional exhaustion: Inter-relationships and effects...
  • Boles, J.S., Wood, J.A., Johnson, J., 2003. Interrelationships of role-conflict, role ambiguity, and work-family conflict with different facets...
  • Breaugh, J.A, Frye, K., 2007. An examination of the antecedents and consequences of the use of family-friendly benefits. Journal of Managerial...
  • Brown, S.P., Cron, W.L., Slocum, J.W., 1997. Effects of goal-directed emotions on sales person volitions, behavior, and performance: A longitudinal...
  • Brown, S.P., Peterson, R.A., 1993. Antecedents and consequences of salesperson job satisfaction: meta-analysis and an assessment of causal...
  • Brown, S.P., Peterson, R.A., 1994. The effect of effort on sales performance and job satisfaction. Journal of Marketing 58 (2), 23-45.
  • Burke, R.J., 1988. Some antecedents and consequences of work-family conflict. In Journal of Social Behavior and Personality. En: Goldsmith,...
  • Byron, D., 2005. A meta-analytic review of work-family conflict and its antecedents. Journal of Vocational Behavior 67, 169-198.
  • Canales, P., Küster, I., 2008. Efectos del control del comportamiento en el desempe{ogonek}no del vendedor. La visión del jefe de equipo de...
  • Candel, N., Olmedilla, A., Blas, A. 2008. Relaciones entre la práctica de actividad física y el autoconcepto, la ansiedad y la depresión en...
  • Cepeda, G., Roldán, J., 2004. Aplicando en la práctica la Técnica PLS en la Administración de Empresas. En: XIV Congreso de la Asociación...
  • Chambel, M.J., Castanheira, F., 2010. Trabalhar num Call Center: Dos mitos à realidade. RH Editora, Lisboa.
  • Chin, W.W., Marcolin, B.L., Newsted, P.R., 2003. A partial least squares latent variable modeling approach for measuring interaction effects:...
  • Chowdhury, J., 1993. The motivational impact of sales quotas on effort. Journal of Marketing Research 30, 28-41.
  • Churchill, G.A., Ford, N.M., Walker, O.C., 1974. Measuring the job satisfaction of industrial salesmen. Journal of Marketing Research 11,...
  • Churchill, G.A., Ford, N.M., Hartley, S.W., Walker, O.C., 1985. The determinants of salesperson performance: a meta-analysis. Journal of Marketing...
  • Churchill, A.G., Ford, N.M., Walker, O.C., Johnston, M.W., Tanner, J.F., 2000. Sales Force Management, 6. ...
  • Cohen, J., 1988. Statistical power analysis for the behavioral sciences (2. a ...
  • Cohen, A., Liani, E., 2009. Work-family conflict among female employees in Israeli hospitals. Personnel Review 38 (2), 124-141.
  • Cordes, C.L., Dougherty, T.W., 1993. A review and an integration of research on job burnout. The Academy of Management Review 18 (4), 621-656.
  • Cravens, D.W., Ingram, T.N., Laforge, R.W., Young, C.E., 1993. Behavior-based and outcome-based salesforce control systems. Journal of Marketing...
  • Crawford, E.R., Lepine, J.A., Rich, B.L., 2010. Linking job demands resources to employee engagement and burnout: A theoretical extension...
  • Drory, A., Shamir, B., 1998. Effects of organizational and life variables on job satisfaction and burnout. Group and Organization Studies...
  • Dubinsky, A.J., Kotabe, M., Lim, C.U., Michaels, R.E., 1994. Differences in motivational perceptions among U.S., Japanese, and Korean sales...
  • Falk, R.F., Miller, N.B., 1992. A Primer of Soft Modeling. The University of Akron Press, Akron, OH.
  • Fan, C.K., Cheng, C.L., 2007. Gender differences in burnout among life insurance sales representatives in Taiwan. Journal of American Academy...
  • Fletcher, J.K., Bailyn, L., 1996. Challenging the Last Boundary: Reconnecting Work and Family. En: Arthur, M.B., Rousseau, D.M. (Eds.), The...
  • Ford, N.M., Walker, O.C., Churchill, G.A.J.R., 1975. Expectation specific measures of intersender conflict and role ambiguity experienced...
  • Fornell, C., Larcker, D., 1981. Structural equation models with unobservable variables and measurement error. Journal of Marketing Research...
  • Freudenberger, H.J., 1974. Staff Burnout. Journal of Social Issues 30, 159-165.
  • Frone, M.R., Russell, M., Cooper, M.L., 1992a. Antecedents and outcomes of workfamily conflict: Testing a model of the work-family interface....
  • Frone, M.R., Russell, M., Cooper, M.L., 1992b. Prevalence of work-family conflict: Are work and family boundaries asymmetrically permeable?...
  • Frone, M.R., Yardley, J.K., Markel, K.S., 1997. Developing and testing an integrative model of the work-family interface. Journal of Vocational...
  • González-Romá, V., Schaufeli, W., Bakker, A.B., Lloret, S., 2006. Burnout and work engagement: Independent factors or opposite poles? Journal...
  • Good, L.K., Page Jr., T.J., Young, C.E., 1996. Assesing hierarchical differences in jobrelated attitudes and turnover among retail managers....
  • Greenglass, E., Burke, R.J., 1988. Work and family precursors of burnout in teachers: sex differences. Sex Roles 18, 215-229.
  • Greenhaus, J.H., Beutell, N.J., 1985. Sources of conflict between work and family roles. Academy of Management Review 10, 76-88.
  • Higgins, C.A., Duxbury, L.E., 1992. Work-family conflict: A comparison of dualcareer and traditional-career men. Journal of Organizational...
  • Izraeli, D.N., 1993. Work Family Conflict among Women and Men Managers in Dual Career Couples in Israel. Journal of Social Behavior and Personality...
  • Jackson, S.E., Schuler, R.S., 1985. A meta-analysis and conceptual critique of research on role ambiguity and role conflict in work settings....
  • John, G., Weitz, B., 1989. Salesforce compensation: an empirical investigation of factors related to use of salary versus incentive compensation....
  • Kahn, R.L., Wolfe, D.M., Quinn, R.P., Snoek, J.D., Rosenthal, R.A., 1964. Organizational Stress: Studies in Role Conflict and Ambiguity. Wiley,...
  • Kahn, R., 1978. Job burnout: prevention and remedies. Public Welfare 36, 61-63.
  • Karatepe, O.M., Magaji, A.B., 2008. Work-family conflict and facilitation in the hotel industry: a study in Nigeria. Cornell Hospitality Quarterly...
  • Kelloway, E.K., Gottlieb, B.H., Barham, L., 1999. The source, nature, and direction of work and family conflict: A longitudinal investigation....
  • Kinnunen, U., Mauno, S., 1998. Antecedents and outcomes of work-family conflict among employed women and men in Finland. Human Relations 51,...
  • Kofodimos, J.R., 1995. Beyond work-family programs - Confronting and resolving the underlying causes of work-personal life conflict. Center...
  • Kosseke, C., Ozekic, J., 1998. Work-family conflict, policies, and the job-life satisfaction relationship: A review and directions for organizational...
  • Laschinger, S., Heather, K., Leiter, M., 2006. The impact of nursing work environments on patient safety outcomes: the mediating role of burnout...
  • Lee, R.T., Ashforth, B.E., 1993a. A longitudinal study of Burnout among supervisors and managers: comparison between the Leiter and Maslach...
  • Lee, R.T., Ashforth, B.E., 1993b. A further examination of managerial Burnout: Toward an integrated model. Journal of Organizational Behavior...
  • Leiter, M.P., 1993. The impact of family resources, control coping, and skill utilization on the development of Burnout: A longitudinal study....
  • Lewin, J.E., Sager, J.K., 2007. A process model of Burnout among salespeople: Some new thoughts. Journal of Business Research 60, 1216-1224.
  • Llorens, S., García, M., Salanova, M., 2007. Burnout como consecuencia de una crisis de eficacia: un estudio longitudinal en profesores de...
  • Lohmöller, J.B., 1984. LVPLS Program Manual. Version 1.6. Latent Variables Path Analysis with Partial Least-Squares Estimation. Zentralarchiv...
  • Low, G.S., Cravens, D.W., Grant, K., Moncrief, W.C., 2001. Antecedents and consequences of salesperson Burnout. European Journal of Marketing...
  • MacKenzie, S.B., Podsakoff, P.M., Ahearne, M., 1998. Some possible antecedents and consequences of in-role and extra-role salesperson performance....
  • Maslach, C., 1976. Burned-out. Human Behaviour 5, 16-22.
  • Maslach, C., 1978. The client role in staff Burnout. Journal of Social Issues 34, 111-124.
  • Maslach, C., 1982. Burnout: The Cost of Caring. Prentice-Hall, Englewood Cliffs, NJ.
  • Maslach, C., Leiter, M.P., 1997. The truth about Burnout: How organizations cause personal stress and what to do about it. Jossey-Bass, San...
  • Maslach, C., Leiter, M.P., 2008. Early predictors of job burnout and engagement. Journal of Applied Psychology 93, 3-13.
  • Maslach, C., Schaufeli, W.B., Leiter, M.P., 2001. Burnout. Annual Review of Psychology 52, 397-422.
  • Maslach, C., Jackson, S.E., 1981. The measurement of experienced Burnout. Journal of Occupational Behaviour 2, 99-113.
  • Menguc, B., 1998. The earnings gap between male and female sales managers. Industrial Marketing Management, 27-35.
  • Montgomery, A.J., Panagopolou, E., De Wildt, M., Meenks, E., 2006. Work-family interference, emotional labor and Burnout. Journal of Managerial...
  • Netemeyer, R.G, Boles, J.S., Mcmurrian, R., 1996. Development and validation of Work-Family Conflict and Family-Work Conflict Scales. Journal...
  • Netemeyer, R.G., Krishnan, B., Pullig, C., Wang, G., Yagci, M., Dean, D., 2004. Developing and validating measures of facets of customer-based...
  • Oliver, R.L., Anderson, E., 1994. An empirical test of the consequences of behaviorand outcome-based sales control systems. Journal of Marketing...
  • Piercy, N.F., Cravens, D.W., Lane, N., 2001. Sales manager behavior control strategy and its consequences: the impact of gender differences....
  • Pines, A., Maslach, C., 1980. Combatting staff burn-out in a day care center: A case study. Child Care Quarterly 9, 5-16.
  • Porter, L.W., Steers, R.M., Mowday, R.T., Boulian, P.V., 1974. Organizational commitment, job satisfaction, and turnover among psychiatric...
  • Rhoads, G.K., Singh, J., Goodell, P.W., 1994. The multiple dimensions of role ambiguity and their impact upon psychological and behavioural...
  • Rizzo, J.R., House, R.J., Lirtzman, S.I., 1970. Role conflict and ambiguity in complex organizations. Administrative Science Quarterly 15,...
  • Roman, S., Iacobucci, D., 2010. Antecedents and consequences of adaptive selling. Confidence and behavior: a dyadic analysis of salespeople...
  • Rutherford, B., Boles, J., Hamwi, G.A., Madupalli, R., Rutherford, L., 2009. The role of the seven dimensions of job satisfaction in salesperson's...
  • Salanova, M., Llorens, S., 2008. Estado actual y retos futuros en el estudio del burnout. Papeles del Psicólogo 29 (1), 59-67.
  • Salanova, M., Schaufeli, W.B., 2004. El engagement de los empleados: un reto emergente para la dirección de los recursos humanos. Estudios...
  • Salanova, M., Schaufeli, W.B., Llorens, S., Peiró, J.M., Grau, R., 2000. Desde el burnout al engagement: ¿una nueva perspectiva? Revista de...
  • Sánchez-Franco, M.J., Roldán, J.L., 2005. Web acceptance and usage model: A comparison between goal-directed and experiential web users. Internet...
  • Sand, G., Miyazaki, A.D., 2000. The impact of social support on salesperson burnout and burnout components. Psychology & Marketing 17...
  • Sanz, S., Ruiz, C., Aldás, J., 2008. La influencia de la dependencia del medio en el comercio electrónico B2 C. Propuesta de un modelo integrador...
  • Schaufeli, W.B., Taris, T.W., Van Rehnen, W., 2008. Workaholism, burnout, and work engagement: three of a kind or three different kinds of...
  • Schaufeli, W.B., Bakker, A.B., 2004. Job demands, job resources, and their relationship with burnout and engagement: a multi-sample study....
  • Schaufeli, W.B, Salanova, M., 2007. Efficacy or inefficacy, that's the question: burnout and work engagement, and their relationship with...
  • Schaufeli, W.B., Martinez, I.M., Pinto, A.M., Salanova, M., Bakker, A.B., 2002a. Burnout and Engagement in university students: A cross-national...
  • Schaufeli, W.B., Salanova, M., Gonzalez-Roma, V., Bakker, A.B., 2002b. The measurement of burnout and engagement: a confirmatory factor analytic...
  • Schaufeli, W.B., Buunk, B.P., 2002. Burnout: An overview of 25 years of research and theorizing. En: Schabracq,...
  • Schaufeli, W.B., Leiter, M.P., Maslach, C., Jackson, S.E., 1996. Maslach Burnout Inventory - General Survey....
  • Shellenbarger, S., 1993. Lessons from the workplace: How corporate policies and attitudes lag behind workers' changing needs. Human Resource...
  • Shirom, A., 2003. Job-related burnout. En: Quick, J.C., Tetrick, L.E. (Eds.), Handbook of Occupational Health Psychology. American Psychological...
  • Siguaw, J.A., Brown, G., Widing II, R.E., 1994. The influence of the market orientation of the firm on sales force behavior and attitudes....
  • Singh, J., Goolsby, J.R., Rhoads, G.K., 1994. Behavioural and psychological consequences of boundary spanning burnout for customer services...
  • Spiro, R.L., Weitz, B.A., 1990. Adaptive selling: conceptualization, measurement, and nomological validity. Journal of Marketing Research...
  • Sujan, H., Weitz, B.A., Kumar, N., 1994. Learning orientation, working smart, and effective selling. Journal of Marketing 58, 39-52.
  • Teas, R.K., 1983. Supervisory behavior, role stress, and the job satisfaction of industrial salespeople. Journal of Marketing Research 20,...
  • Thomas, L.T., Ganster, D.C., 1995. Impact of family-supportive work variables on work-family conflict and strain: A control perspective. Journal...
  • Thompson, C.A., Beauvais, L.L., Lyness, K., 1999. When work-family benefits are not enough: The influence of work-family culture on benefit...
  • Ulaga, W., Eggert, A., 2005. Relationship value in business markets: the construct and its dimensions. Journal Business to Business Marketing...
  • Verbeke, W., 1997. Individual differences in emotional contagion of salespersons: it's effect on performance and burnout. Psychology and...
  • Walker, O.C, Churchill, G.G., Jford, N.M., 1977. Motivation and performance in industrial selling: present knowledge and needed research....
  • Willcock, S.M., Daly, M.G., Tennant, C.C., Allard, B.J., 2004. Burnout and psychiatric morbidity in new medical graduates. The Medical Journal...