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.

Attached Files
Name Description MIMEType Size Downloads

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.
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
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

Document type: Journal Article
Collections: Faculty of Health
School of Psychology
Connect to link resolver
Unless expressly stated otherwise, the copyright for items in DRO is owned by the author, with all rights reserved.

Version Filter Type
Citation counts: TR Web of Science Citation Count  Cited 4 times in TR Web of Science
Scopus Citation Count Cited 6 times in Scopus
Google Scholar Search Google Scholar
Access Statistics: 304 Abstract Views, 3 File Downloads  -  Detailed Statistics
Created: Thu, 08 Sep 2016, 12:42:42 EST

Every reasonable effort has been made to ensure that permission has been obtained for items included in DRO. If you believe that your rights have been infringed by this repository, please contact