Title: Salespeople's trait mindfulness and emotional exhaustion: the mediating roles of optimism, resilience, and self-efficacy

Authors: Peerayuth Charoensukmongkol; Pornprom Suthatorn

Addresses: International College, National Institute of Development Administration, 118 Moo3, Serithai Road, Klong-Chan, Bangkapi, Bangkok 10240, Thailand ' Graduate School, Dusit Thani College, 1 Soi Kaenthong, Nongbon, Pravet, Bangkok 10250, Thailand

Abstract: Given emotional exhaustion's adverse effects on employees' psychological wellbeing and performance, it is crucial to understand which employee characteristics may enhance their ability to cope with this problem. This research investigated the relation between salespeople's trait mindfulness and emotional exhaustion by considering the mediating effects of optimism, resilience, and self-efficacy. Data from a total of 172 complete surveys were obtained from salespeople who work for a multinational direct sales corporation in Thailand. Results from a partial least squares (PLS) analysis supported a negative relation between trait mindfulness and emotional exhaustion. Moreover, optimism, resilience, and self-efficacy served as mediators that explained this negative association. This research suggested that organisations should consider mindfulness training as an intervention that may allow their employees to avoid emotional exhaustion.

Keywords: mindfulness; emotional exhaustion; optimism; resilience; retail sales; self-efficacy.

DOI: 10.1504/IJSEM.2018.10017350

International Journal of Services, Economics and Management, 2018 Vol.9 No.2, pp.125 - 142

Received: 17 Feb 2018
Accepted: 26 Aug 2018

Published online: 07 Nov 2018 *

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