To read the full version of this content please select one of the options below:

Occupational Stress and Well-Being of Persuasion Agents*

Examining the Role of Well-being in the Marketing Discipline

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

ISSN: 1479-3555

Publication date: 9 September 2019


The authors ask whether individuals tasked with persuading others have distinct and important concerns regarding their occupational stress and well-being. The authors argue that a well-known model from the marketing literature – the persuasion knowledge model (PKM; Friestad & Wright, 1994) – illuminates a number of issues for future study. The authors further argue for a number of extensions to the PKM to account for the persuasion agent’s side of the interaction. Next, the authors consider potential stressors that are distinctive to the persuasion encounter, as well as the strategies that persuasion agents engage to cope. This discussion reveals a number of potential negative consequences for the agents themselves, as well as their employing firms and customers. Finally, the authors present some thoughts on what persuasion agents, their managers, and external regulators can do to mitigate these negative consequences.



Wilson, A.E. and Darke, P.R. (2019), "Occupational Stress and Well-Being of Persuasion Agents*", 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, Bingley, pp. 51-60.



Emerald Publishing Limited

Copyright © 2019 Emerald Publishing Limited