Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers

Given the negative effect that burnout has on the sales force, such as increased turnover intentions and decreased performance, measurement improvements on this multidimensional construct can have implications regarding how to manage the drivers and outcomes of burnout. However, little is known about the impact of the multiple burnout dimensions in sales contexts because researchers typically opt to collect data using the emotional exhaustion subscale instead of the complete Maslach burnout inventory, which also includes personal accomplishment and depersonalization facets. Using business-to-business and retail salespeople, this study reduces the 22-item burnout scale to 10 items in order to facilitate salesperson burnout research.     

小学教师职业倦怠维度发展顺序探究——来自结构方程模型和交叉滞后网络分析模型的证据

教师职业倦怠的情感衰竭、去人性化和个人成就感降低3个维度相对独立但也存在相互影响, 对其发展关系进行研究, 有助于深入理解职业倦怠的发展过程, 尽早识别倦怠症状。本研究对3837名小学教师进行追踪测试, 测试间隔为3年, 采用结构方程模型和交叉滞后网络分析模型进行分析, 结果发现小学教师职业倦怠维度最优发展模型为“T1的情感衰竭和个人成就感降低分别预测T2的情感衰竭和个人成就感降低, T1的去人性化预测T2的去人性化和个人成就感降低”, 且最优发展模型具有性别间的一致性和教龄段之间的一致性。这一结果支持并强调了去人性化在小学教师职业倦怠发展中的重要作用, 对识别教师职业倦怠早期症状并采取相应措施有效阻断教师职业倦怠的进一步发展具有一定的理论和现实意义。     

Does role stress predict burnout over time among health care professionals?

Abstract

The main objective of this study is to test the effects over time of three role stress variables (role conflict, role ambiguity and role overload) on the three burnout dimensions (emotional exhaustion, depersonalization and personal accomplishment). Based on theoretical models on burnout and on meta-analytical research, it is hypothesized that the three role stress variables will predict changes over time in emotional exhaustion and depersonalization, but not in personal accomplishment. The results obtained by means of hierarchical regression analysis partially support the hypothesis. The three role stress variables predict emotional exhaustion over time. Role conflict and role overload predict depersonalization over time. Finally, contrary to expectations, role ambiguity predicts personal accomplishment over time.     

Does role stress predict burnout over time among health care professionals?

Abstract The main objective of this study is to test the effects over time of three role stress variables (role conflict, role ambiguity and role overload) on the three burnout dimensions (emotional exhaustion, depersonalization and personal accomplishment). Based on theoretical models on burnout and on meta-analytical research, it is hypothesized that the three role stress variables will predict changes over time in emotional exhaustion and depersonalization, but not in personal accomplishment. The results obtained by means of hierarchical regression analysis partially support the hypothesis. The three role stress variables predict emotional exhaustion over time. Role conflict and role overload predict depersonalization over time. Finally, contrary to expectations, role ambiguity predicts personal accomplishment over time.     

Neglected Burnout Dimensions: Effect 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.     

员工工作倦怠的发展模型:来自纵向研究的证据

采用Maslach工作倦怠量表对263名企业员工在一年时间内的三个等距时间点(T1,T2,T3)的工作倦怠进行测量,纵向研究中国文化背景下工作倦怠的发展规律,并比较工作倦怠发展的六种因果模型。研究结果表明,去人性化影响成就感降低,且这种影响具有跨时间一致性;但是情绪衰竭和去人性化相互影响的跨时间一致性较低,如T1情绪衰竭影响T2去人性化,但是T2情绪衰竭对T3去人性化的影响不显著;T1去人性化对T2情绪衰竭的影响不显著,但是T2去人性化影响T3情绪衰竭。去人性化在工作倦怠的发展中具有非常重要的作用。     

Relationships among burnout, job involvement, and organizational citizenship behavior

R. Cropanzano, D. E. Rupp, and Z. S. Byrne (2003) found that emotional exhaustion (i.e., 1 dimension of burnout) negatively affects organizational citizenship behavior (OCB). The authors extended this research by investigating relationships among 3 dimensions of burnout (emotional exhaustion, depersonalization, and diminished personal accomplishment) and OCB. They also affirmed the mediating effect of job involvement on these relationships. Data were collected from 296 paired samples of service employees and their supervisors from 12 hotels and restaurants in Taiwan. Findings demonstrated that emotional exhaustion and diminished personal accomplishment were related negatively to OCB, whereas depersonalization had no independent effect on OCB. Job involvement mediated the relationships among emotional exhaustion, diminished personal accomplishment, and OCB.     

小学教师核心自我评价、应对方式与工作倦怠的关系

采用核心自我评价量表、应对方式问卷、工作倦怠量表对广州市425名小学教师进行问卷调查,考察核心自我评价对小学教师工作倦怠的影响以及应对方式在其中所起的中介作用.结果表明:(1)核心自我评价对小学教师的情感耗竭、人格解体、成就感降低都具有显著的负向预测作用.(2)应对方式在核心自我评价对小学教师工作倦怠的影响中起着中介作用.其作用路径为:核心自我评价直接和通过积极应对和消极应对间接影响情感耗竭,核心自我评价通过积极应对和消极应对间接影响人格解体,核心自我评价直接和通过积极应对间接影响成就感降低.     

Burnout predictors among prison officers: The moderating effect of temperamental endurance

The study investigates whether work stressors, coping styles, and work-related social support predict burnout among prison officers (N = 476). It was hypothesized that coping and social support would mediate the effects of work stressors on burnout and that these effects would be moderated by temperamental endurance. Results of structural equation modeling showed that emotion-oriented coping was positively related to emotional exhaustion, and negatively to personal accomplishment. Task-oriented coping was positively related to personal accomplishment. Social support from work was negatively related to emotional exhaustion. The effects of work stressors on burnout were mediated by work-related social support and by emotion-oriented coping. Additionally, some of these mediating effects were moderated by endurance. Work-related social support was negatively related to depersonalization only among participants with strong endurance. High level of work stressors predicted high emotion-oriented coping only among individuals with weak endurance.     

Differential Effect of Inter-Role Conflict on Proactive Individual’s Experience of Burnout

Purpose

This study examined how proactive personality interacts with inter-role conflict, measured as work?Cfamily conflict and family?Cwork conflict, to predict burnout, measured as emotional exhaustion, depersonalization, and reduced personal accomplishment.

Design/Methodology/Approach

Participants were 171 clerical employees. Hierarchical multiple regression was used to test whether proactive personality moderated the relationship between inter-role conflict and forms of burnout.

Findings

Family?Cwork conflict was not associated with burnout, but work?Cfamily conflict explained 30% of unique variance in emotional exhaustion and 9% in depersonalization. Proactive personality explained 12% of variance in personal accomplishment. Three-way interactions indicated that at high levels of work??family conflict and family??work conflict, proactive individuals reported lower levels of emotional exhaustion and personal accomplishment and higher levels of depersonalization than less proactive individuals.

Implications

While previous research has generally documented the virtues of proactive personality, our research indicates that when simultaneously faced with work?Cfamily and family?Cwork conflict, individuals with proactive personality experience more depersonalization and less personal accomplishment relative to less proactive individuals. Overall, results of three-way interactions imply that while a certain level of proactive personality may be necessary to buffer feelings of emotional exhaustion, beyond a certain level, proactive personality may lead one to experience higher levels of depersonalization and reduced personal accomplishment.

Originality/Value

This study extends previous research by examining the influence of two types of inter-role conflict on all three dimensions of burnout. It also responds to calls for additional research on potential moderators, buffers, or even antidotes to stress by examining how proactive personality interacts with stressors.     

Adjusting to job demands: The role of work self-determination and job control in predicting burnout

This study examined the dynamic interplay among job demands, job control, and work self-determination in order to predict burnout dimensions. A three-way interaction effect was found between job demands, job control and work self-determination in predicting each dimension of burnout (emotional exhaustion, depersonalization, and personal accomplishment). Overall, results showed that job control moderates the unhealthy effects of job demands in predicting emotional exhaustion and depersonalization only for employees with high levels of work self-determination. In addition, job control increases the relation between job demands and the sense of personal accomplishment only for employees with high levels of work self-determination. These results are discussed in light of the Job Demand-Control model.     

Born to burnout: A meta-analytic path model of personality, job burnout, and work outcomes

We quantitatively summarized the relationship between Five-Factor Model personality traits, job burnout dimensions (emotional exhaustion, depersonalization, and personal accomplishment), and absenteeism, turnover, and job performance. All five of the Five-Factor Model personality traits had multiple true score correlations of .57 with emotional exhaustion, .46 with depersonalization, and .52 with personal accomplishment. Also, all three dimensions of job burnout had multiple correlations of .23 with absenteeism, .33 with turnover, and .36 with job performance. Meta-analytic path modeling indicated that the sequential ordering of job burnout dimensions was contingent on the focal outcome, supporting three different models of the burnout process. Finally, job burnout partially mediated the relationships between Five-Factor Model personality traits and turnover and job performance while fully mediating the relationships with absenteeism.     

Self-handicapping and burnout

Self-handicapping is a process containing strategies of externalization in which an individual can excuse failure and internalize success. This study investigated the relationship of self-handicapping with measures of burnout. The Self-handicapping Scale and the Maslach Burnout Inventory were administered to 309 university students. Self-handicapping was positively correlated to emotional exhaustion, lowered personal accomplishment, and depersonalization. A structural equation model fit the data well and accounted for 20% of the variance in emotional exhaustion, 14% in lowered personal accomplishment, and 10% in depersonalization.     

Social support as a buffer in the stress-burnout relationship

Since the burnout syndrome has a negative impact both on the individual affected and the institution in which he/she is employed, it is important to identify the factors which may alleviate the level of burnout. Social support is said to be one of such factors. Our study was undertaken to investigate the influence of social support in the workplace and general social support on relationships between global stress and stress related to role conflict, ambiguity, and overload and burnout components (emotional exhaustion, depersonalization, and personal accomplishment). The subjects were 1,023 hospital nurses. The results indicate that burnout level correlates highly with organizational and global stress. The role of social support in determining the level of particular burnout components varied according to the type and scope of support. No reliable correlation was found between emotional exhaustion and social support of any type. The level of depersonalization was related only to general support whereas a personal accomplishment factor was related to both types of support. The study did not reveal a buffering effect of both types of social support on the relationships between stress and components of burnout.     

Affect Generated by Social Comparisons Among Nurses High and Low in Burnout1

The affective consequences of social comparison were examined in 2 field studies among nurses and related to the 3 dimensions of professional burnout: emotional exhaustion, reduced personal accomplishment, and depersonalization. Study t was conducted in a sample of 99 nurses of a psychiatric hospital, and Study 2 in a sample of 237 nurses employed in various settings In general, upward comparisons evoked more positive and less negative affect than did downward comparisons. However, the affective consequences of social comparison were different for those high and low in burnout. Those low in personal accomplishment reported higher levels of negative affect from upward comparisons and higher levels of positive affect from downward comparisons than did those high in personal accomplishment. In addition, in Study 2, those high in depersonalization and emotional exhaustion derived more positive affect from downward comparisons than did those with lower levels of burnout.     

医护人员工作倦怠与A型人格、控制点的关系研究

通过对320名医护人员的调查,探讨工作倦怠与A型人格,控制点之间的关系。结果表明：(1)情绪疲惫、去人性化与A型人格、控制点存在显著正相关,个人成就感与控制点存在显著负相关。(2)A型人格、控制点对情绪疲惫,去人性化具有正向预测作用,控制点对个人成就感具有负向预测作用。(3)与B型人格相比．A型人格者的去人性化程度更高;与内控者相比,外控者工作倦怠程度更高。     

The relationship between the Big Five personality factors and burnout: a study among volunteer counselors

In the present study of 80 volunteer counselors who cared for terminally ill patients, the authors examined the relationship between burnout as measured by the Maslach Burnout Inventory (C. Maslach, S. E. Jackson, & M. P. Leiter, 1996) and the 5 basic (Big Five) personality factors (A. A. J. Hendriks, 1997): extraversion, agreeableness, conscientiousness, emotional stability, and intellect/autonomy. The results of 3 separate stepwise multiple regression analyses showed that (a) emotional exhaustion is uniquely predicted by emotional stability; (b) depersonalization is predicted by emotional stability, extraversion, and intellect/autonomy; and (c) personal accomplishment is predicted by extraversion and emotional stability. In addition, some of the basic personality factors moderated the relationship between relative number of negative experiences and burnout, suggesting that personality may help to protect against known risks of developing burnout in volunteer human service work.     

Facteurs de stress et burnout chez les enseignants de l’école primaire

This study examines the relations between the three dimensions of the burnout (emotional exhaustion, depersonalization and decrease of personal accomplishment) and their associations with stress factors as perceived by the teacher. Using a sample of 787 elementary school teachers, we put to the test a theoretical model with path analysis. We achieve with a structural model that brings to light that personal accomplishment is determined directly by personal exhaustion and indirectly through depersonalization. The latter is influenced by negative relations with parents. Except this effect, the model also shows that the others sources of stress influence directly the emotional exhaustion. This study also confirms the three-dimensional structure of the French version of the Maslach Burnout Inventory (MBI).     

Sources of social support and burnout: a meta-analytic test of the conservation of resources model

The Conservation of Resources (COR) model of burnout (Hobfoll & Freedy, 1993) suggests that resources are differentially related to burnout dimensions. In this paper, I provide a meta-analysis of the social support and burnout literature, finding that social support, as a resource, did not yield different relationships across the 3 burnout dimensions (emotional exhaustion, depersonalization, and personal accomplishment), challenging the COR model. However, when considering the source of the social support (work vs. nonwork) as a moderator, I found that work-related sources of social support, because of their more direct relationship to work demands, were more closely associated with exhaustion than depersonalization or personal accomplishment; the opposite pattern was found with nonwork sources of support. I discuss the implications of this finding in relation to the COR model and suggest future research directions to clarify the relationship between resources and burnout dimensions.     

Communal Orientation and Burnout Among Self-Help Group Leaders

To assess the relationship between burnout, communal orientation, and leaders' perceptions of balance in their relationships with group members 102 self-help group leaders were interviewed. Leaders had low to moderate levels of burnout as measured by the Maslach Burnout Inventory subscales of emotional exhaustion, depersonalization, and personal accomplishment. As hypothesized, leaders' communal orientation was negatively related to the burnout subscales of depersonalization and personal accomplishment. Contrary to the study hypothesis, burnout was not related to balance. It was speculated that the salience of need-based norms in the group's helping relationships reduced expectations of reciprocity. The findings illustrate the usefulness of applying equity theory to studies of helping relationships within the setting of self-help groups.