NEGLECTED BURNOUT DIMENSIONS: EFFEST OF DEPERSONALIZATION AND PERSONAL NONACCOMPLISHMENT ON ORGANIZATIONAL COMMITMENT OF SALESPEOPLE

As boundary spanners, salespeople experience stressful situations on a regular basis. Prolonged exposure to stress is known to lead to burnout. This research focuses on two neglected dimensions of burnout, namely, depersonalization and personal nonaccomplishment, specifically as they relate to salespeople. A sample of 221 French salespeople is used to explore the link between depersonalization and personal nonaccomplishment on a salesperson's organizational commitment after controlling for emotional exhaustion, role conflict, and role ambiguity. Results from structural equation modeling indicate that role conflict positively influences depersonalization, whereas decision latitude has a negative influence. Decision latitude also negatively influences personal nonaccomplishment and role conflict moderates this relationship. Both depersonalization and personal nonaccomplishment negatively influence organizational commitment. Managerial implications are provided.