The impact of adverse life events on salesperson relationships with customers

Volume: 36, Issue: 12, Pages: 2126 - 2138
Published: Jan 27, 2020
Abstract
Purpose This study aims to examine the impact of stress as a result of adverse life events on a salesperson’s ability to effectively manage customer relationships. The framework identifies burnout as a key mediating variable and salesperson grit as a coping mechanism. Design/methodology/approach Survey data is gathered from 364 B2B salespeople and investigated using structural equation modeling in Mplus 8.2. Findings The findings reveal adverse...
Paper Details
Title
The impact of adverse life events on salesperson relationships with customers
Published Date
Jan 27, 2020
Journal
Volume
36
Issue
12
Pages
2126 - 2138
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