... and emotional exhaustion on productive procrastination for business-to-business salespeople. These specific antecedents are used to better understand what leads a salesperson to engage in productive procrastination in the workplace. Design/methodology/approach Using a Qualtrics panel, 305 business...

..., this study investigates differences between inside and outside salespeople for the following constructs: positivity, intrinsic and extrinsic motivation, emotional exhaustion, job satisfaction and turnover intentions. Design/methodology/approach A Qualtrics panel of 210 business-to-business salespeople...

... competitive work environment, working smart, emotional exhaustion and sales performance. Data were gathered from 147 salespeople working for a financial service firm. Sales performance ratings were reported by supervisors. Hypotheses were tested using structural equation modeling. This study...

... their sales performance. On the other hand, EA ability enhances emotional exhaustion, which detracts from sales performance. Practical implications Sales managers should consider the ability of new hires to appraise emotions when determining their fit with the job and the organization. Training programs...

...Alex Hamwi; Brian Nicholas Rutherford; James S. Boles; Ramana K. Madupalli Purpose – The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome...