Exploring The Relationships Among Money Attitudes, Job Burnout And Turnover Intention Of Salesman In Home Appliance Industry

The rapid development of home appliance industry started in the1980s and the early1990s. Driven by huge profits, many home appliance enterprises have quickly finished theexpansion of scale. However, in the late1990s, the urban markets of the home applianceindustry is becoming more and more saturated. After the financial crisis, the home appliancemarket is increasingly competitive.In order to response to changes in the market, the domestichome appliance stores has taken the corresponding strategy.In effect, the salaries of differentcategories of sales staff are merged,which is bound to affect the salesmans’ enthusiasm,attitude for work and career planning.On the practical aspect,money attitudes are a person’s knowledge and views ofmoney.Compared with people who are engaged in the industry of the fixed salary,there will besome group characteristics in salesmans’ money attitudes who are in the special salarymode.Then, due to the occupational characteristics and salary system of sales industry,resulting the higher levels of job burnout in this group, whose final result is a turnoverintention.Because of this,the turnover rate of the sales industry has been higher than otherindustries. How to reduce the psychological pressure of the employees in special economicbackground will become a focus of future development of enterprises, so as to realize thewin-win between different type of money attitudes of employees and enterprises.On the theoretical aspect，previous researches focus on job performance and humanresource management.In the existing research of the sales staff in the field of psychology,there is no clear distinction between different types of salesman. And the characteristics ofdifferent professions are not presented.The research of money attitude in our country andabroad are more concentrated in the exploration and validation of structure of the concept aswell as cross-cultural comparison.In the field of psychology, the related research of moneyattitude is in the initial stage, aimed at consumers and consumer behavior, not involvedoccupational field. The research fields of job burnout are wide, but ignore the salesmangroups who work in the front-line of service industry. The result of long-term job burnout isthe turnover intention. Turnover intention is usually as a result variable of job burnout tostudy as well.Therefore, theoretical and practical significance are in the research of the relationshipamong money attitudes, job burnout and turnover intention in salesman group of the homeappliance industry. Selecting the saleman of the home appliance industry for research, aimesat exploreing the relationship among money attitudes, burnout and turnover intention. The results indicate that:（1）Salesman in home appliance industry tend to the “power/prestige” money attitude,and there are significant differences in gender, age, origin, marital status and incomedemographic variables.（2）The level of salesmans’ job burnout is in the middle or lower level, there aresignificant differences in gender, age, marital status and income demographic variables.（3）The level of salesmans’ turnover intention is in the middle or higher level, there isno significant difference in gender, age, origin, marital status or income demographicvariables.（4）There is significant positive correlation between four kinds of money attitudes andturnover intention; job burnout and turnover intention is significantly positively correlated;There is significant positive correlation between the “retention time”,“distrust” and “anxiety”money attitudes and job burnout.（5）“Power/prestige” and “anxiety” money attitudes can positively predict turnoverintention.（6）Job burnout can positively predict turnover intention.“Emotional exhaustion” and“cynicism” respectively has a positive predictive effect on turnover intention;“decreasedprofessional self-efficacy” has a negative predictive effect on turnover intention,and“emotional exhaustion” strongest predicts turnover intention.（7）“Retention time”,“distrust” and “anxiety” money attitudes can positively predictjob burnout.“Power/prestige”,“retention time” and “anxiety” money attitudes respectivelyhas a positive predictive effect on “emotional exhaustion”;“power/prestige” money attitudehas a negative predictive effect on “cynicism”,“retention time”,“distrust” and “anxiety”money attitudes respectively has a positive predictive effect on it;“Power/prestige” and“anxiety” money attitudes respectively has a negative predictive effect on “decreasedprofessional self-efficacy”,“distrust” money attitude has a positive predictive effect on it.（8）Job burnout exerts partly mediate effect on “anxiety” money attitude and turnoverintention; job burnout exerts moderate effect on “retention time” money attitude and turnoverintention.