Research On Job Burnout Of Salesman And Influencing Factors

Nowadays, with the development of science technology and economic globalization, market competition becomes more and more intense in all professions, which makes everyone feels that the demand of work has been enhanced and rhythm of work has been accelerated. The reinforcement of job stress brings job burnout in all levels to staff, which reduces job satisfaction of them and has a bad effect on employees, organizations, families and society. As the link of companies and customers, salesman plays an important part in enterprise and become the core element of the survival and development of enterprise. They face strong work stress and job burnout. So how to reduce the level of job burnout of salesman through all kinds of channels is one of the important issues in the field of the organizational behaviors and human resource management.Through the discussions of job burnout of salesman, this study aims at understanding the situation of job stress, locus of control, job burnout and job satisfaction of Chinese salesman, discussing differences of stressors and job burnout in the demography variables, analyzing the relationship among stressors, locus of control, job burnout and job satisfaction, in order to bring about relevant suggestions to reduce job burnout.Salesman from all kinds of enterprise in China is the respondent in this study. The formal questionnaire was revised by qualitative and quantitative analysis on the basis of preparatory questionnaire which was formed through literature. The respondents come from Beijing, Shanghai, Nanjing, Weihai, Yantai, Weifang, Qingdao and Guangzhou. The data was analyzed by "The Statistical Package for Social Sciences" (SPSS).The result indicated that job burnout of Chinese salesman includes three dimensions: exhaustions, cynicism and decreased professional self-efficacy. And exhaustions are the most serious which is different from the research results in abroad. The stressors of Chinese salesman are work tasks stress, work environment stress, management pressure and staff quality pressure, in which work tasks stress is the most serious. Stressors and job burnout are different in sex, age, education and marriage. There is a positive significant correlation between stressors and job burnout and stressors have a predicative effect on job burnout; Besides there is a negative significant correlation between stressors and job satisfaction and stressors can predict job satisfaction; The relationship between locus of control and stressors is negative obviously, so is the relationship between locus of control and job satisfaction; There is a negative significant correlation between each dimension of job burnout and job satisfaction and job burnout can predict job satisfaction; burnout mediates the relationship between stressors and job satisfaction, locus of control and job satisfaction; Locus of control moderates the relationship between stress and burnout. At last, according to these research results author puts forward some suggestions to reduce job burnout in human resource management.