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A structural model depicting salespeople’s job stress

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Abstract

The study develops and tests a model of salespeople’s job stress relative to its proposed determinants and outcomes. The study findings shed light on four questions concerning possible links between job stress and its precursors. The evidence gained suggests that job stress may influence intention to leave through reduced organizational commitment and that job satisfaction intervenes between salespeople’s role perceptions and job stress.

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Authors and Affiliations

  1. Texas A & M, USA

    Jeffrey K. Sager

  2. University of North Texas, USA

    Jeffrey K. Sager

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  1. Jeffrey K. Sager
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He researches primarily in the area of salesperson attitudes and behavior. He has published in theJournal of Personal Selling and Sales Management, Journal of Business Research, AMA Summer Educator’s Proceedings, Industrial Marketing Management, andAkron Business and Economic Review.

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Sager, J.K. A structural model depicting salespeople’s job stress. JAMS 22, 74–84 (1994). https://doi.org/10.1177/0092070394221007

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