Clarification of the meaning of job stress in the context of sales force research

Article Abstract:

To hasten progress towards understanding the influence of job stress on salesperson's behavior, researchers and individuals in industry who work with researchers need a common base of understanding. A common base of understanding will allow researchers to better communicate research expectations and findings. The following discussion contributes to the base of understanding job stress by providing a theoretical perspective and definition of job stress. Pursuant to providing a base of understanding for job stress as it is experienced by salespeople, this discussion addresses problems that have occurred in the study of job stress; develops a multidimensional perspective for understanding job stress relative to related constructs; and defines job stress. (Reprinted by permission of the publisher.)

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Influence of personal characteristics on salespeople's coping style

Article Abstract:

Researchers are devoting efforts to developing and testing theory concerning how salespeople cope with job stress. To further understanding in that area, the present study evaluates the influence of four personal variables, locus of control, task based self-efficacy, continuance commitment, and social support relative to Problem Focused and Emotion-Focused coping styles. Findings suggest that salespeople who employ a Problem-Focused Coping (PFC) style possess a more internal locus of control and greater self-efficacy beliefs. None of the four personal characteristics variables were predictive of salespeople's use of Emotion-Focused Coping (EFC) style. (Reprinted by permission of the publisher.)

Problem solving, Emotions, Adjustment (Psychology)

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Type A behavior pattern (TABP) among salespeople and its relationship to job stress

Article Abstract:

The study describes and explores the relevance of Type A Behavior Pattern to the salespeople. Background of TABP is described. Descriptive hypotheses are tested. A simple model of potential effect of TABP on salesperson job stress is presented and tested. Findings are discussed in conjunction with research models and implications for practicing managers. (Reprinted by permission of the publisher.)

Type A behavior, Type A personality

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