Burnout’s impact on job satisfaction among road warriors
Brian N. Rutherford,Scott C. Ambrose &Blaise P. Waguespack
This investigation probes the associations between burnout characteristics and aspects of job satisfaction among ‘road warrior’ salespeople. Understanding these parameters is critical for both researchers and practitioners, considering the substantial cost of replacing these valuable sales personnel. Initially, the research focuses on defining the ‘road warrior’ category for salespeople more precisely by examining travel and hotel stay patterns. It then studies the relationship between elements of burnout (personal achievement, depersonalisation, and emotional exhaustion) and distinct facets of job satisfaction (policy, remuneration, supervision, and customer satisfaction). The findings point out that emotional exhaustion directly affects policy satisfaction, thereby emphasizing the role of emotional exhaustion on the primary facet of the job satisfaction model. Following this, the study investigates the indirect connections between elements of burnout (personal accomplishment and depersonalisation) and job satisfaction. Finally, it further scrutinises the relevance of policy satisfaction in correlation to the other three aspects of job satisfaction (remuneration, supervision, and customer satisfaction).
Reflections
- How does the study define ‘road warrior’ salespeople and how does this definition aid in understanding the specific circumstances these salespeople face in terms of burnout and job satisfaction? In your response, detail the importance of examining travel and hotel stay patterns in this context.
- Discuss the relationship between elements of burnout – personal achievement, depersonalization, and emotional exhaustion – and distinct facets of job satisfaction such as policy, remuneration, supervision, and customer satisfaction. How does this relationship manifest in ‘road warrior’ salespeople, and what unique challenges might they face in managing burnout and maintaining job satisfaction?
- The study highlights that emotional exhaustion directly affects policy satisfaction. Elaborate on the implications of this finding. Why might emotional exhaustion have such a significant impact on policy satisfaction, and how could this insight inform strategies to boost job satisfaction among ‘road warrior’ salespeople?
- Examine the study’s analysis of the indirect connections between elements of burnout and job satisfaction. Additionally, discuss the significance of policy satisfaction in relation to the other three aspects of job satisfaction. How can this understanding be useful for developing effective management and retention strategies for ‘road warrior’ salespeople?