What is it about?
Our analysis examines the role of self-efficacy in predicting emotional exhaustion and work-family conflict in the sales context. We are also interested in analyzing the mediating effects of work overload on the relationship between self-efficacy beliefs and emotional exhaustion and work-family conflict. Finally, the proposed model also studies the moderating effects of role ambiguity and tenure in the sales territory in the relationship between self-efficacy and emotional exhaustion and work-family conflict through work overload.
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Why is it important?
The present work aims to contribute to literature on Job demands and resources model (JD-R) in several ways. First, in contrast to many studies which posited a moderating role of self-efficacy between job demands and burnout we hypothesized self-efficacy as an antecedent of job demands and emotional exhaustion, also influencing emotional exhaustion through job demands. Second, previous studies have examined the relationship between self-efficacy and different job demands such as time pressure, customer contact or monotony , excluding work overload of the analysis. Third, this article addresses a recent call to consider the role played by personal resources in the JD-R model and also the effects of individual aspects to manage work and family issues. Finally, we include the analysis of work-family conflict in the JD-R model
Perspectives
We show that self-efficacy can be a putative antecedent of emotional exhaustion. Typically framed as moderator of the relationships between job demands and strains, we found evidence that self-efficacy beliefs of salespeople can play a different role in the model, being directly and indirectly related to emotional exhaustion. One relevant contribution to WFC literature is related to the mediator role of work overload in relationship between self-efficacy and WFC. This finding is interesting because few researchers have examined the role of the individual aspects that are needed to address work and family demands . It suggests that individual qualities of salespeople such as self-efficacy apart from the work or the family role influence both work and family spheres.
Dr Adolfo Carballo-Penela
Universidade de Santiago de Compostela
Read the Original
This page is a summary of: The Direct and Indirect Effects of Self-Efficacy on Salespeople's Emotional Exhaustion and Work-Family Conflict: A Study Using the Job Demands-Resources Model, Canadian Journal of Administrative Sciences / Revue Canadienne des Sciences de l Administration, June 2018, Wiley,
DOI: 10.1002/cjas.1503.
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