The effects of self-efficacy on salespeople’s emotional exhaustion and work-family conflict

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.

Featured Image

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