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

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.

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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:	USIR Admin
Date Deposited:	08 Nov 2016 10:55
Last Modified:	27 Aug 2021 20:33
URI:	http://usir.salford.ac.uk/id/eprint/40673

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