The mediating role of role stress in the relationship between goal orientation and job satisfaction among salespersons : an empirical study

Sahadev, S, Purani, K and Nair, SK 2015, 'The mediating role of role stress in the relationship between goal orientation and job satisfaction among salespersons : an empirical study' , in: Boundary Spanning Elements and the Marketing Function in Organizations , Springer, pp. 81-97.

Full text not available from this repository.

Abstract

The paper develops a model that explores the relationship between goal orientation, role-stress and job satisfaction among salespersons. Learning orientation is hypothesised to reduce role-stress while performance orientation is linked to high role-stress. Further, the mediating role of role stress variables on job satisfaction is tested. The conceptual model is tested among a sample of salespersons from India. The analyses provide support for most of the hypothesis. The relationship between performance orientation and role-stress constructs as well as the relationship between learning orientation and role-ambiguity is validated through a Partial least square analysis. Implications and future research ideas are discussed.

Item Type: Book Section
Schools: Schools > Salford Business School
Publisher: Springer
ISBN: 9783319134390
Depositing User: WM Taylor
Date Deposited: 08 Nov 2016 10:55
Last Modified: 08 Nov 2016 10:55
URI: http://usir.salford.ac.uk/id/eprint/40673

Actions (login required)

Edit record (repository staff only) Edit record (repository staff only)