Leader-member Exchange And Job Burnout Of Salesman:the Moderating Role Of Emotional Intelligence

Job burnout is becoming a modern society "epidemic", which would cause some negative effects in individuals, organizations, families and society, and it is still in the growth in China. Research and intervention on burnout phenomenon is in its infancy, empirical studies have mainly focused on professional groups such as civil servants, doctors, teachers, nurses and police, the salesman’s burnout phenomenon empirical research is still very scarce.Salesman as a boundary spanner, not only is work in the organization, but also face the external customer and has frequent interpersonal contacts, such occupational characteristics suggest that this is a challenging job and always make them feel hard. In the face of complex personal connections, market uncertainty and high task quotas and heavy pressure brought by intense competitions, the sales staff has become a high-burnout groups in the modern society. However, corporate managers often neglect the frontline sales staff’s occupational mental health problems.Therefore, in order to help corporate managers to learn the overall psychological conditions of their sales staff, and to help salespeople individuals to adjust their working status and their emotions, how to effectively control and ameliorate sales staff’s burnout phenomenon has an important practical significance.Management practices found that leadership behavior has a direct impact on the result of their staff’s work, leaders play an important role in the process of employees’ dealing with work stress and negative emotions, so the leading factors in the analysis and intervention of burnout phenomenon should be concerned about. In addition, due to the ability of individuals with different characteristics to cope with stress and negative emotions are different, so there is also a need to explore how the individual characteristics factors and the leading factors work together in the process of burnout. Based on this, the current study choose leader-member exchange as the independent variable, and the measure of LMX is based on the employees’ perspective to explore the factors that affect the sales staff’s burnout, we also explores the individual characteristics factors emotional intelligence’s moderate effect. On the basis of reading and combing the relevant literature on the LMX, El and burnout, we propose our corresponding hypothesis and the theoretical model.The entire theoretical model is based on the theoretical perspective of resource conservation, we regard leader-member exchange as an interactive relationship which can bring work resources and regard emotional intelligence as a kind of individual resources, correspondingly, job burnout is an imbalance of the job requirements and job resources.The current study select the joint-stock commercial bank’s account managers and tellers as the subject investigated, using questionnaire survey to collect the empirical data, then, on the basis of the analysis of the data obtained from the respondents, we draw the main conclusions of this paper, and describes the management implications to the management practices. In concrete terms, the current paper has the following conclusions:(1) Sales staff’s quality of leader-member exchange has a significant negative impact on the job burnout.(2) Sales staff’s emotional Intelligence has a moderate effect on the relationship between the leader-member exchange and job burnout.