A Research On Relationship Between Psychological Contract And Burnout Of Salesman

In recent years, along with the economical globalization, the financial crisis and he market competition was day by day intense, worked quantity to the enterprise taffs and the quality set a higher request.The sales personnel took between the enterprise and the customer relation link, is affects the enterprise survival and the development core essential factor and sends the victory key, is shouldering the huge pressure work sales personnel, is the occupation tired succeeding in the imperial civil service examinations community.Therefore, how manages this first-class mobility greatly strengthened, the psychology complex changeable community, is the enterprise organization and a human resources work important task.Enterprise’s sales personnel always hold multi-level, the complex expectation and the need regarding the company, and earnestly seeks the enterprise to be able maximum limit to give satisfies, but its expectation satisfied degree affects directly it to the company loyalty and the contribution size.Therefore, the sales personnel’s spiritual strength is not allow to neglect, but is actually the traditional work contract is beyond control regarding the spiritual strength guidance and the control."The psychological contract", then is this kind takes human’s spiritual strength and the psychology product, it emphasizes is hires both sides outside the labor contract, hidden, not the written contractual relationship, is representative is hires between both sides to each other expectation and the responsibility duty cognition.In this study, through empirical analysis of corporate sales staff for heimplementa-tion of the psychological contract management, its produced by the im-pact of job burnout, and this impact through the work situation as a regulationmechanism to achieve. Therefore, based on theoretical research related to foreign scholars, this paper constructed the psychological contract as independent variables, work context for the intermediate variables, burnout as the outcome variable of the model. Model, the psychological contract refers to the employee in the employment relationship, based on the organization made or implied on the basis of, the subjective perception of accountability, including both explicit and implicit, is divided into transactions,relationships and the development of three-dimensional degree; work situations selected in this paper workload, work sense of control, interactive justice and organizational values match the four individual factorsinvolved in the regulation; job burnout is a constant work in emotional and interpersonal stress of long-term responses, including exhaustion, cynicism three dimensions and low sense of accomplishment.Based on the research model is presented in this study a few key assumptions:Hypothesis1:Psychological contract sales staff burnout and negatively correlated;Hypothesis2:Work context factors and a negative correlation between burnout.Hypothesis3:Work context elements in the psychological contract of Job Burnout play a regulatory role.Hypothesis4:Sales of psychological contract, the work situation and job burnout dimensions of the individual and organizational characteristics were significantly different.In this study, Wuhan, Shanghai, Beijing, Guangzhou and other places of the different nature of the sales staff for the survey,300questionnaires were distributed,244valid questionnaires, the effective rate of81.3%; by correlation analysis, multiple regression analysis, mediating effect analysis, variance analysis and other analytical methods, the assumptions of the exploratory and confirmatory studies. Through the study reached the following conclusions:Hypothesis1is supported, that is, sales staff can be a significant negative psychological contract to predict burnout;Hypothesis2is supported, the work situation of four factors can predict a significant negative job burnout;Hypothesis3partially support the work of situational factors in the psychological contract sales impact of job burnout relationship with a regulatory role; which workloads, interactive justice and individual organizational values match three factors play a regulatory role, but is inconsistent with the hypothesis sense of control in the psychological contract work on the impact of job burnout is not regulation;Hypothesis4was partially supported, the sales staff psychological contract, the work situation and job burnout dimensions of individual and organizational characteristics in the existence of some significant differences, some of the variables in the different individual factors on the individual variables were significantly different.Hypothesis testing results show that the theoretical assumptions of this study the basic model has been verified that the organization of sales personnel in the implementation of psychological contract management, it will certainly work situation by significantly affect the regulation of employee burnout.Through the above empirical analysis, this paper also individuals and organizations for the study variables for the different effects of job burnout, try to establish the age and burnout Division (reverse forecast) of the relational model, and proposed sales management career burnout cycle model and interventions.Finally, the research work on the follow-up ideas:First, the scope of the study, research methods, questionnaire design and survey methods and other aspects for further improvement; second is to carry out the psychological contract and job burnout of the longitudinal, tracking studies; three psychological contract is to conduct research and work into the relationship and increase the expansion of the direction of positive psychology.