Study On The Relationship Among Salespersonnel' Semotional Labor?Job Burnout And Sales Performance In Thyssen

in recent years,along with the slowdown of our country's economic development growth,as well as the influence of elevator incidents,the Thyssen elevator company is facing unprecedented sales difficulties.Therefore,besides the mental and physical labor,the sales staff need topay more emotional labor,which also will bringthe staff in job burnout psychologically and then affect the sales performance.By studying onthe relationship among sales staff's emotional labor,job burnout and sales performance in Thyssen,the sales difficulties will be dealed with,the reasonable suggestions for the management of the sales staff and the theoretical basis for improving the staff and enterprise sales will be provided.Based on the relationship between emotional labor and job burnout research,the relationship between emotional labor and sales performance study and the relationship between job burnout and sales performance,the model of the relationship among these three can be constructed.Starting from the influence factors of sales at the microlevel,it introduces the emotional labor as an exogenous latent variable,job burnout as a mediator,studies how sales staff's emotional labor(surface behavior dimension and deep behavior dimension)affects the sales performance with the mediation of job burnout(dimension of emotional exhaustion,low sense of achievement and dehumanization)in different dimensions.Also it builds a structural equation modelto verify this hypothesis by matching the model with the formal survey data.The results show that the Thyssen sales staffs sales performance is significantly influenced by the emotional labor,among which,the deep behaviorshave positive influence and surface behaviors have negative influence.Sales staffs job burnout in Thyssen is significantly influenced by the emotional labor.The deep behaviors significantly negatively affect emotional exhaustion,low sense of achievement and dehumanization,while surface behaviors significantly positively affect the emotional exhaustion and dehumanization.Sales staffs job burnout in Thyssen significantly negative affects sales performance.Emotional exhaustion,low sense of achievement and dehumanization has significantly negative affect on sales performance.Also job burnout plays intermediary role between emotional labor and sales performance.Emotional exhaustion,low sense of achievement and dehumanization plays a part between deepbehaviorsand sales performance;emotional exhaustion and dehumanization plays a part between surface behaviorsand sales performance.Based on existing research achievements and limitations,the research is conducted from different dimensions systematically,providing the instruction for the management of sales staff in Thyssen.