Examining the antecedents and consequences of salesperson job stress

Abstract

As productivity pressures, job uncertainties, changing sales strategies, and growing international competition increase, the salesperson experiences unprecedented levels of job stress. Cause and effect of job stress still remains poorly understood. Examines the role of a number of organizational variables including met expectations, role conflict, role ambiguity, job satisfaction, organization commitment and intention to leave and their relationships to job stress. The sample is drawn from an international, service‐oriented salesforce of a large Fortune 500 organization. Provides strong support for the hypothesized model relationship. Presents a discussion and implications of the results along with a summary of needed future research.

Citation

Moncrief, W.C., Babakus, E., Cravens, D.W. and Johnston, M. (1997), "Examining the antecedents and consequences of salesperson job stress", European Journal of Marketing, Vol. 31 No. 11/12, pp. 786-798. https://doi.org/10.1108/03090569710190532