A structural model depicting salespeople’s job stress
Journal of the Academy of Marketing Science · 1994 · Volume 22 · Issue 1
Abstract
The study develops and tests a model of salespeople’s job stress relative to its proposed determinants and outcomes. The study findings shed light on four questions concerning possible links between job stress and its precursors. The evidence gained suggests that job stress may influence intention to leave through reduced organizational commitment and that job satisfaction intervenes between salespeople’s role perceptions and job stress.
Keywords
Organizational Commitment, Role Conflict, Role Ambiguity, Role Stress, Manager Consideration
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