The Antecedents and Consequences of Role Stress Among Chinese Salespersons: An Exploratory Study in Hong Kong

Abstract

Data from 295 salespersons of a life insurance company in Hong Kong were used to test the relationships among organizational variables, role stress variables, job satisfaction, and propensity to leave. Based on previous conceptual and empirical work on role stress, an integrative method was estimated and analyzed by using a confirmatory methodology. Findings showed the data fitted the proposed model well. The results suggest that an awareness of the antecedents and consequences of role stress among life insurance salespersons can be of value to both marketing academicians and professionals.

Citation

Sin, L.Y.M. and Yau, O.H.M. (1995), "The Antecedents and Consequences of Role Stress Among Chinese Salespersons: An Exploratory Study in Hong Kong", Asia Pacific Journal of Marketing and Logistics, Vol. 7 No. 1/2, pp. 62-86. https://doi.org/10.1108/eb010262