Jeffrey E. Lewin

Salesperson Burnout: A Test of the Coping-Mediational Model of Social Support

Salesperson burnout continues to be a major concern among sales organizations. In this work, the authors examine whether certain coping strategies mediate the impact of sales manager support on salesperson burnout; as suggested by Thoits’s (1986) Coping-Mediational Model. More specifcally, this work investigates if problem-focused coping and emotion-focused coping mediate the impact of sales manager support on feelings of emotional exhaustion in a feld sales setting. Study fndings indicate that positive sales manager support has a signifcant negative direct effect on salespersons’ emotional exhaustion. Findings also support the assertion that sales manager support encourages salespersons’ use of problem-focused coping strategies that, in turn, further reduce emotional exhaustion. In contrast, sales manager support does not signifcantly infuence salespersons’ use of emotion-focused coping; however, emotion-focused coping does signifcantly increase emotional exhaustion.

The Influence of Personal Characteristics and Coping Strategies on Salespersons’ Turnover Intentions

Understanding what contributes to salesperson turnover helps reduce turnover and its deleterious consequences. This study examines the interactive effects of salespersons’ personal characteristics and coping strategies on turnover intentions. Findings suggest that self-efficacy combined with problem-focused coping significantly reduces salespersons’ turnover intentions—more so than self-efficacy alone. In contrast, while an external locus of control orientation combined with emotion-focused coping significantly increases turnover intentions, the increase is not as great as from external locus of control alone. Neither the combined effect of self-efficacy and emotion-focused coping nor external locus of control and problem-focused coping are found to significantly influence turnover intentions.

The impact of supplier downsizing on performance, satisfaction over time, and repurchase intentions

Purpose – The purpose of this study is first to investigate how well downsized suppliers, as compared to non‐downsized suppliers, are able to satisfy their business customers over time; and second whether these same business customers having stronger or weaker repurchase intentions toward downsized suppliers, as compared to non‐downsized suppliers.Design/methodology/approach – A random sample of 560 purchasing professionals from a wide range of industries and firms provide responses on the performance of, their satisfaction with, and their repurchase intentions toward downsized and non‐downsized industrial suppliers.Findings – The results of the study indicate that downsized suppliers, as compared to non‐downsized suppliers, overall are doing a significantly poorer job of satisfying their business customers, leading to significantly lower ratings of loyalty and repurchase intentions. However, some surprising results emerge regarding the non‐linear pattern of low, medium and high levels of downsizing on pe...

Conflicting Stakeholder Interests and Natural Gas A Macromarketing Perspective

Creation of a less expensive, domestically sourced, and more environmentally neutral energy grid is becoming a global imperative and natural gas (NG) is seen as a crucial component of this impetus. But expansion of NG production is fraught with significant macromarketing challenges; especially in light of recent discoveries of substantial NG reserves beneath heavily populated metropolitan areas. To understand certain decision-making dilemmas involving the benefits and burdens encountered in this macromarketing context, the effect of individualistic and altruistic values (manifesting as personal and societal costs and benefits) on safety and regulatory concerns associated with NG exploration and production are examined. Results suggest cost-oriented values, both individualistic and altruistic, are positively associated with safety and regulatory concerns; whereas benefit-oriented values have a negative association with concerns. These findings yield insights into how various challenges that arise within an extremely complex alternative energy agora might be addressed at local and global levels.

Attitudinal determinants of environmentally sustainable behavior

Purpose This study aims to focus on people’s pro-environmental behavior and investigates its dimensions and determinants. As environmental sustainability attracts increased scrutiny, understanding end consumers’ pro-environmental behavior becomes imperative for various stakeholders in our highly networked marketplace – e.g. policymakers, businesses, consumers, the public and society at large. Design/methodology/approach Using data from the general public in the USA, the hypothesized relationships are tested using structural equation modeling (SEM). Findings The results indicate that if people find enjoyment in nature, believe in achieving a balance between “mankind” and nature, and believe that the benefits of conservation activities are going to accrue in the near term (present), they are more likely to engage in pro-environmental behavior at all levels – supportive, active and lifestyle. Research limitations/implications Although only one aspect of environmental sustainability – environmental conservation – is analyzed, these findings support assertions set forth in the theory of environmentally significant behavior (Stern, 1999), the norm-activation theory of altruism (Schwartz, 1973), the theory of reasoned action (Fishbein, 1979) and the theory of planned behavior (Ajzen, 1985). Practical implications Messages about sustainability, environmental conservation and pro-environmental behavior should be framed using people’s fondness for and enjoyment of nature; should focus on present benefits of conservation; and should be targeted and differentiated for men, women and older people to encourage conservation behaviors among these differing demographic groups. Originality/value This study identifies three different levels of intensity of pro-environmental behavior – supportive, active and lifestyle – and empirically examines the relationships between these behavior types and the attitudinal antecedents revolving around time when the benefits of environmental conservation accrue, nature and human–nature interaction.

Burnout Process Sequencing: Do Salespeople Differ From Other Professionals?

Over the past decade, the workplace has evolved into an increasingly demanding environment, both economically and psychologically. As a result, many employees become emotionally, physically, and spiritually burned-out. Originally examined in the helping professions (health care, teaching, social services), it is now believed that burnout syndrome is applicable to a wide variety of work contexts that involve regular, significant, and chronically stressful interpersonal contacts. At exceptional risk are salespeople operating on the boundary of the organization, who seek to simultaneously meet the needs of the client and the organization, and who are accountable to the demands of both.