Antecedentes y efectos del burnout-engagement del vendedor

Abstract

Worker burnout and burnout syndrome have shown great importance in the field of sales. However, another stream of literature has focused on its opposite concept: worker engagement. The present paper deals with the antecedents and effects of an integrative concept of both opposites, named burnout-engagement. To do this, a study of 107 retailers from different sectors was developed. Given the size of the sample, the data was analyzed using the PLS system. Regarding burnout-engagement antecedents, our results show significant values for role conflict and role ambiguity. Regarding burnout-engagement effects, significant values were obtained for satisfaction and commitment. The work-family conflict and family-work conflict have not shown significant relationships with our core concept (burnout-engagement), neither performance. Finally, our model failed to demonstrate the moderating role of conciliating policies.