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Sales staff burnout and turnover intention - Mediating Effects of Job Satisfaction

Author: ZhangYongWang
Tutor: AiMin
School: Shaanxi Normal University
Course: Business management
Keywords: Job Burnout Job Satisfaction Turnover Intention Mediating Variable Effect
CLC: F272.92
Type: Master's thesis
Year: 2010
Downloads: 559
Quote: 4
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Abstract


The job burnout study began in the early 1970s, the earliest focused on the field of service.In recent years, the job burnout is a very common phenomenon in workplace because of the increasing pressure. For this reason, the job burnout gradually becomes the hotspot in Management Psychology and Organizational Behavior. Most studies focused on service areas, few in the research of the enterprise.This paper holds that the job burnout affects turnover intention which needs an individual psychological process; this psychological process is the mediating variable working. And this psychological process is the process of mediating variable or adjust variable which plays a role. It could have a better forecasting of job burnout which affects turnover intention. Many studies have shown that the internal psychological process is usually the process of individual attitude change. If the mediating variable of attitude changes, job burnout will affect turnover intention. Attitude change can be embodied as individual job satisfaction variables.Salesmen have long-term interpersonal stressors, unique pay structure, needing to constantly challenge themselves and so on, resulting in sales of high burnout inventory and high turnover rate. This paper researches turnover of salesmen from the job burnout, and wants to reveal the deep causes of salesmen separation.This paper wants to start from the job burnout to study the relation between the turnover intention and the job burnout. And it could prove the mediating variable of the job satisfaction, analyze salesmen the underlying causes of their turnover,what could help the enterprise reduce the rate of turnover from the job satisfaction. Furthermore, the enterprise could from the job satisfaction and turnover intention angle to intervene in job burnout in order to reduce the negative influence of job turnout.This paper is divided into five parts:1.Preface,2. Review of literature,3.Research model design and hypothesis,4.Analysis of the study results,5.Research Conclusions and Proposals.According to the empirical results, this paper concluded:First, the high stock of job burnout has existed in salesmen, including "Emotional Exhaustion", "Depersonalization", "Diminished Personal Accomplishment". And the three dimensions of the job burnout all are high.This high stock of job burnout will produce lower of job satisfaction.Second, the job burnout of the salesmen will influence the turnover intention, and the Emotional Exhaustion is the most significant.Third, the job burnout of the salesmen influences the turnover intention by means of the mediating variable of the job satisfaction. And the influence of mediator is the significant.Base on the results of the study, this paper puts forward the relevant suggestion to effective interventions and practice guidance for the job burnout, job satisfaction and turnover intention.

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CLC: > Economic > Economic planning and management > Enterprise economy > Enterprise planning and management decision - making > Corporate Administration > Personnel Management
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