ABSTRACT

Purpose

The focus of this article is to provide an overview of the existing business-to-business literature on two sales constructs that have been of interest to marketers. Although relatively new to the sales literature, the first construct is grit. This construct has been studied in a wide variety of manners for 130 years; however, within the sales literature, this construct has only been explored for the past three years. The second construct has been investigated in the sales literature for over 20 years is emotional exhaustion, which is one of the three dimensions of burnout. Furthermore, this article then introduces the eight manuscripts included in this special issue which expand marketing’s knowledge on these two constructs of interest.

Research Implications

Currently in the sales literature, there is a lack of research containing the grit construct. This article contributes to the marketing and sales literature by showcasing the importance of researching grit in sales. In addition, this article discusses the most popular researched burnout dimension, emotional exhaustion. Although emotional exhaustion has been studied in the sales literature, there is still additional research needed in order to fully understand the intricacies and situations that might lead to or result from a salesperson’s experiencing emotional exhaustion. Further, as with many underexplored constructs, such as grit, there is also an inconsistency in the research findings related to the relationship between grit and emotional exhaustion. Therefore, this article examines this inconsistency and provides some additional research ideas for consideration.

Practical Implications

This article calls attention to two constructs that can impact a sales organization’s long-term success. Prior research on each of these constructs is provided which highlights what a sales organization should and should not do in order to increase grittiness and reduce emotional exhaustion levels of their salesforce.

Originality/Value/Contribution

This article contributes to the literature in several meaningful ways. First, this article provides a detailed table of articles previously published in the sales literature that include the construct of grit. Second, this article investigates emotional exhaustion and its role in the sales process. A brief discussion on how grit might impact emotional exhaustion is also provided. Finally, based on prior research as well as insights gleaned from the eight articles included in this special issue, future research opportunities and suggestions are presented.

中文翻译：

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勇气和情绪衰竭在销售过程中的作用

摘要

目的

本文的重点是概述现有的企业对企业文献，这些文献涉及营销人员感兴趣的两种销售结构。虽然对于销售文献来说相对较新，但第一个结构是坚韧不拔。130 年来，人们以多种方式研究了这种结构。然而，在销售文献中，这种结构只是在过去三年中才被探索过。20 多年来，在销售文献中对第二个结构进行了调查，即情绪衰竭，这是职业倦怠的三个维度之一。此外，本文还介绍了本期特刊中包含的八篇手稿，这些手稿扩展了营销人员对这两个感兴趣的结构的了解。

研究意义

目前在销售文献中，缺乏包含砂砾结构的研究。本文通过展示研究毅力在销售中的重要性，为营销和销售文献做出了贡献。此外，本文还讨论了最流行的研究倦怠维度，即情绪衰竭。尽管在销售文献中已经对情绪衰竭进行了研究，但仍需要进行额外的研究，以充分了解可能导致或导致销售人员情绪衰竭的复杂情况和情况。此外，与许多未充分探索的结构（例如毅力）一样，有关毅力与情绪衰竭之间关系的研究结果也存在不一致之处。所以，

实际影响

本文提请注意可能影响销售组织长期成功的两个结构。提供了对这些结构中的每一个的先前研究，其中强调了销售组织应该和不应该做什么，以增加他们的销售人员的坚韧不拔和降低情绪疲惫水平。

创意/价值/贡献

本文以几种有意义的方式为文献做出贡献。首先，本文提供了以前在销售文献中发表的文章的详细表格，其中包括砂砾的构造。其次，本文调查了情绪衰竭及其在销售过程中的作用。还提供了关于勇气如何影响情绪衰竭的简短讨论。最后，基于先前的研究以及从本特刊中包含的八篇文章中收集到的见解，提出了未来的研究机会和建议。