Salespeople are subjected to high levels of stress on a day-to-day basis. Over time, this can lead to burnout if they lack sufficient coping resources to handle this stress. Given the major problems associated with burnout, managers and scholars are interested in discovering factors that help salespeople cope with stress and reduce burnout. The authors argue that interpersonal mentalizing (IM) skills may be effective in reducing salesperson stress and its negative outcomes. Salespeople with greater IM skills are better at regulating their emotions, building work relationships, and understanding what others think. The authors posit that these skills help salespeople to cope with stress and reduce burnout through a process mediated by active and avoidance coping strategies. Link to the article
MCFARLAND, R. and DIXON, A.L. (2021). The Impact of Salesperson Interpersonal Mentalizing Skills on Coping and Burnout: The Critical Role of Coping Oscillation. Journal of Personal Selling and Sales Management, In press.