Multi-faceted organizational buyer burnout

Abstract

Purpose This study aims to advance the organizational buying literature, by examining buyer burnout and its consequences. Specifically, the sequencing of multi-faceted organizational buyer burnout is established and the impact of each dimension on job satisfaction, job performance, affective organizational commitment and turnover intentions is accessed. The current research is accomplished through the development and examination of competing models and hypothesis testing. Design/methodology/approach A sample of 125 business-to-business buyers were surveyed using established scale items. The study examines a series of competing models and outcomes of the facets of burnout through the use of covariance-based structural equation modeling. In addition, indirect, direct and total effects were examined. Findings First, this study supports that researchers should examine burnout, as a multi-faceted construct within the organizational buyer context, using the Lewin and Sager model. Second, findings strongly indicate that gaps exist in the current boundary spanner research, given that the majority of this research stream only examines a single aspect, emotional exhaustion, of burnout and fails to account for the impact of both the personal accomplishment and depersonalization facets of burnout. Further, the impact of personal accomplishment is highlighted, given its total effects on examined outcomes. Originality/value This study extends the Lewin and Sager model beyond a sales context and finds that each facet of burnout impacts the outcome variables to varying degrees. The total impact of personal accomplishment is highlighted, given that researchers often omit this facet from their investigations.