Salespeople's use of upward influence tactics (UITs) in coping with role stress

Article Abstract:

Researchers' attentions have recently focused on how salespeople coped with role stress. This study focuses on salespersons' use of six upward influence tactics (UITs) with the immediate sales manager, and how salespeople use UITs to lessen the impact of two role stressors (perceived role conflict and role ambiguity) associated with the sales job. The study also evaluates the potential moderating role of UITs on relationships between role stress and manager satisfaction and propensity to leave. Analysis of data gathered from a heterogeneous sample revealed differences in use of UITs between salespeople classified as either high or low in role stress. Salespeople who perceive high role conflict employ assertiveness and upward appeal UITs more frequently. Salespeople who perceive high role ambiguity use exchange and coalition-building UITs more frequently. Results also suggest that salespersons' use of assertiveness and ingratiation UITs exacerbate relationships between perceived role ambiguity and two outcomes: satisfaction with supervisor and propensity to leave. Implications of the study findings for sales managers are reviewed, as are implications for further research. (Reprinted by permission of the publisher.)

Research, Methods, Job stress, Stress management, Social role, Role conflict, Sales personnel, Salespeople, Influence (Psychology)

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Do Disclosure Attempts Influence Claim Believability and Perceived Advertiser Credibility?

Article Abstract:

Consumer information is seen as having been improved by disclosure in advertisements. Disclosure can also affect the consumer's perceptions of advertiser credibility and product claim acceptance. The means of providing consumer information are comparative advertising, two- sided messages and advertisement performance test results. The effects of these three vehicles upon the consumer's believability of product claim and advertiser credibility perception were examined. Results indicate possible advertiser benefit from employment of comparative advertising. Two-sided messages do not adversely affect the consumer. Low differential test results are beneficial to the advertiser.

Advertising, Information services, Truthfulness and falsehood, Consumer education

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Efficacy of perceived risk as a correlate of reported donation behavior: an empirical analysis

Article Abstract:

Various environmental trends suggest a challenging future for nonprofit organizations' quests for fund-raising and volunteer recruitment. Previous research indicates that the perceived risk paradigm may be a valuable framework for examining donation behavior. The evidence generated in this study shows that risk perception has little bearing on money and time donation behaviors. Results also suggest that while perceived risk does not predict donation behavior well, it improves prediction when used in conjunction with demographic variables. (Reprinted by permission of the publisher.)

Analysis, Endowments, Risk perception, Benefactors

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