Think Happy Be Happy: Salesperson’s Personal Happiness and Flourishing

Abstract

Although the role of positive emotions is important in sales, personal happiness remains understudied in the selling context. Grounded in broaden-and-build theory, this study aims to examine the relationships among personal happiness, job involvement, job satisfaction and salesperson flourishing. For salespeople, the new demands of a connected world have largely blurred the boundaries between their personal life and work life. It has allowed emotions from their personal life to spill over into their workplace. Data from 137 salespeople in the retail context in India lend support for the proposed serial mediation model. The authors propose that the influence of personal happiness on a salesperson flourishing is mediated by job involvement and job satisfaction. Results of this study shows that personal happiness has a direct influence on the salesperson’s flourishing and is effective only through the mediating influence of job satisfaction and not of job involvement. This study extends the broaden-and-build theory by proposing that personal happiness may influence flourishing at work. The findings illustrate the need for a renewed focus on salesperson’s personal emotions, especially in todays connected workplace where the boundaries between personal and work life are shrinking