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Selling to All Involved: A Contingent Model Linking Internal Selling Behavior to Salesperson Role Stress and Sales Performance

Examining the Role of Well-being in the Marketing Discipline

ISBN: 978-1-78973-946-6, eISBN: 978-1-78973-945-9

Publication date: 9 September 2019

Abstract

Integrating relationship marketing and management research, the author explores internal selling (i.e., a salesperson’s internally focused efforts intended to identify, solicit, and use internal sales resources to support external selling activities) as a unique source of salespeople role stress and examine its contingent outcomes. The conceptual model suggests that internal selling as a job demand and stressor leads to increased salespeople role stress. However, a number of situational (i.e., selling organization market orientation, service climate, and seller–buyer relationship) and individual factors (i.e., networking ability and psychological capital of the salespeople) serve as job and personal resources to moderate the internal selling–outcome relationships, such that when such resources are adequate, internal selling will reduce role stress and increase sales performance. The author also examines situational (i.e., customer solutions offering and formalization of the selling organization) and individual (i.e., salespeople power and social status) antecedents of internal selling. The model provides useful insights and practical guidance for selling organizations to recognize mechanisms associated with internal selling in their organizations, and to intentionally design within organization support systems to enhance salespeople well being and enable them to participate effectively in the relational process of selling. The chapter stresses the need to develop context-specific stress models for different occupations and job roles.

Keywords

Citation

Liu, Y. (2019), "Selling to All Involved: A Contingent Model Linking Internal Selling Behavior to Salesperson Role Stress and Sales Performance", Perrewé, P.L. and Harms, P.D. (Ed.) Examining the Role of Well-being in the Marketing Discipline (Research in Occupational Stress and Well Being, Vol. 17), Emerald Publishing Limited, Leeds, pp. 1-25. https://doi.org/10.1108/S1479-355520190000017001

Publisher

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Emerald Publishing Limited

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