International Industrial Selling: Demands, Resources, and Burnout

IF 2 4区 管理学 Q3 BUSINESS
Ryan L. Matthews, Brian N. Rutherford
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引用次数: 2

Abstract

ABSTRACT Purpose The purpose of this study is to examine the impact of job demands and resources on international salesperson burnout. While general salesperson job demands are known, the current study seeks to identify role demands which are predominantly faced by international sales executives. Methodology/approach Job Demands-Resource Theory provides a foundation to expand the study of burnout to the international sales executive context. In addition, given the lack of established literature on international salesperson burnout, a grounded theory approach is ideal. Thirteen informants with experience selling internationally in all regions of the world were interviewed. The interviews averaged about 30 minutes and equated to 124 transcribed pages.A four-step process was applied to conduct this study. Step 1: Reviewing existing literature to guide the study. Step 2: Determine the analytical approach – including creating the interview guide, establishing sales profile criteria, and determining the data collection process. Step 3: Conducting the interviews, listening to the recorded interviews, and reading the transcripts. Step 4: Identifying themes and reporting the findings. Findings Four job demands are identified that are exacerbated within an international sales context (demands of understanding different cultures, the complexity of international business, understanding business, and demand of international travel). Job resources, at the firm and individual level, are examined as a buffer used to reduce the impact of job demands on burnout. Internal support and resource alignment were impactful at the firm level. Personal investments, personal time, and grit were impactful at the individual level. Additionally, this study identified sales closure rates, work-family conflict, and fight as self-undermining aspects that international sales executives experience. Research implications International sales research has remained limited. In 2011, only 97 articles were found over a 30-year period in the top 15 leading journal. To help address this limitation, this study identifies how job demands can lead to burnout, if not actively managed, within an international sales context. Practical implications The findings from this research indicate that managers need to be cognizant of the complexities of international travel. Duration to win can be much longer, win rates are significantly lower than domestic markets, and expenses can be significantly higher. Maximizing long-term results while balancing short-term costs need considerable attention. At a personal level, sales executives are more impactful when proper company policies and channels for communication with senior executives are aligned.International sales executives work in a function that requires travel away from home for two-to-three weeks at a time. Creating special policies for international sales executives to balance work and family can optimize company profitability while minimizing employee self-undermining. Originality/value/contribution This research provides a foundation for the examination of Job-Demand Resource Theory within an international selling context. Based on the results, seven propositions are developed to advance this stream of research. In addition, a series ofguidelines are offered for international firms to use in managing their salesforce
国际工业销售:需求、资源和倦怠
摘要目的本研究旨在探讨工作需求和资源对国际销售人员职业倦怠的影响。虽然一般销售人员的工作需求是已知的,但目前的研究旨在确定国际销售主管主要面临的角色需求。工作需求-资源理论为将职业倦怠的研究扩展到国际销售主管的背景下提供了基础。此外,鉴于缺乏关于国际销售人员职业倦怠的成熟文献,一个扎根的理论方法是理想的。采访了13名在世界所有地区具有国际销售经验的举报人。采访平均约为30分钟,相当于124页的记录。本研究采用四步流程进行。步骤1:回顾现有文献,指导研究。第二步:确定分析方法——包括创建面试指南,建立销售档案标准,确定数据收集过程。第三步:主持访谈,听访谈录音,阅读访谈笔录。步骤4:确定主题并报告调查结果。研究发现,在国际销售背景下,四种工作需求(理解不同文化的需求、国际商务的复杂性、理解商业的需求和国际旅行的需求)被加剧。在公司和个人层面上,工作资源作为缓冲来减少工作需求对倦怠的影响。内部支持和资源对齐在公司层面上是有影响的。个人投资、个人时间和毅力在个人层面上是有影响的。此外,本研究还发现,国际销售主管所经历的销售结案率、工作与家庭冲突和争斗都是自我破坏的因素。国际上对销售的研究仍然有限。2011年,在过去的30年里,在排名前15位的主要期刊上只发现了97篇文章。为了帮助解决这一限制,本研究确定了在国际销售环境中,如果不积极管理,工作需求如何导致倦怠。本研究的结果表明,管理者需要认识到国际旅行的复杂性。获胜的持续时间可能更长,胜率明显低于国内市场,费用可能明显更高。在平衡短期成本的同时,最大限度地提高长期效益需要引起相当大的注意。在个人层面上,当适当的公司政策和与高级管理人员沟通的渠道一致时,销售主管的影响力会更大。国际销售主管的工作需要每次离开家乡两到三周。为国际销售主管制定平衡工作和家庭的特殊政策,可以优化公司的盈利能力,同时最大限度地减少员工的自我损害。本研究为在国际销售背景下考察工作需求资源理论提供了基础。在此基础上,提出了七个命题来推进这一研究流。此外,本书还为跨国公司管理销售人员提供了一系列指导方针
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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来源期刊
CiteScore
2.20
自引率
35.70%
发文量
22
期刊介绍: The Journal of Business-to-Business Marketing® encourages diversity in approaches to business marketing theory development, research methods, and managerial problem solving. An editorial board comprised of outstanding, internationally recognized scholars and practitioners ensures that the journal maintains impeccable standards of relevance and rigorous scholarship. The Journal of Business-to-Business Marketing features: •basic and applied research that reflects current business marketing theory, methodology, and practice •articles from leading researchers covering topics of mutual interest for the business and academic communities
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