Sahadev, S ORCID: https://orcid.org/0000-0001-9648-8079, 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.
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 |
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Schools: | Schools > Salford Business School |
Publisher: | Springer |
ISBN: | 9783319134390 |
Depositing User: | USIR Admin |
Date Deposited: | 08 Nov 2016 10:55 |
Last Modified: | 17 Dec 2019 16:03 |
URI: | http://usir.salford.ac.uk/id/eprint/40673 |
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