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Salesperson work engagement and flow : a qualitative exploration of their antecedents and relationship

Medhurst, Adrian R. and Albrecht, Simon L. 2016, Salesperson work engagement and flow : a qualitative exploration of their antecedents and relationship, Qualitative research in organizations and management : an international journal, vol. 11, no. 1, pp. 22-45, doi: 10.1108/QROM-04-2015-1281.

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Title Salesperson work engagement and flow : a qualitative exploration of their antecedents and relationship
Author(s) Medhurst, Adrian R.
Albrecht, Simon L.ORCID iD for Albrecht, Simon L. orcid.org/0000-0002-9155-4759
Journal name Qualitative research in organizations and management : an international journal
Volume number 11
Issue number 1
Start page 22
End page 45
Total pages 24
Publisher Emerald Group
Place of publication Bradford, Eng.
Publication date 2016
ISSN 1746-5648
1746-5656
Summary Purpose – The purpose of this paper is to provide an interpretation of the lived experiences of salespersons’ work engagement and work-related flow and how these states are related. Design/methodology/approach – A mixed-methods qualitative investigation on a sample of 14 salespeople from a large Australian-based consumer goods enterprise was conducted. Using interpretative phenomenological analyses and ethnographic content analyses the antecedents and conditions for salesperson work engagement and work-related flow were investigated. Findings – The data showed that affective, cognitive and conative dimensions underpinned the experience of work engagement and work-related flow. Work engagement was interpreted as an aroused and self-regulated psychological state of energy, focus and striving aimed to address the situational and task relevant opportunities and demands encountered. Work-related flow was characterized by passion, absorption, eudaimonia and automatic self-regulation of goal pursuit. Research limitations/implications – The sample was from a single manufacturing organization with sales roles focussed primarily on business-to-business selling, and as such the generalizability of results to salespeople working in different contexts (e.g. retail sales, telesales) needs to be established. Practical implications – The research helps sales managers to take more account of the conditions that foster salesperson engagement and flow. Originality/value – This study represents one of the first attempts to interpret, compare and contrast the lived experience of salesperson work engagement with that of work-related flow. The study also adds to the relative paucity of research published on work engagement using qualitative methods.
Language eng
DOI 10.1108/QROM-04-2015-1281
Field of Research 1503 Business And Management
Socio Economic Objective 920499 Public Health (excl. Specific Population Health) not elsewhere classified
HERDC Research category C1 Refereed article in a scholarly journal
ERA Research output type C Journal article
Copyright notice ©2016, Emerald Group Publishing
Persistent URL http://hdl.handle.net/10536/DRO/DU:30086016

Document type: Journal Article
Collection: School of Psychology
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