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The Mediating Role of Role Stress in the Relationship Between Goal Orientation and Job Satisfaction Among Salespersons: An Empirical Study

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Book cover Boundary Spanning Elements and the Marketing Function in Organizations

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.

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Author information

Authors and Affiliations

  1. Salford Business School, University of Salford, Salford, UK

    Sunil Sahadev

  2. Indian Institute of Management, Kozhikode, India

    Keyoor Purani

  3. Nirma University, Ahmedabad, India

    Satish K. Nair

Authors
  1. Sunil Sahadev
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  2. Keyoor Purani
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  3. Satish K. Nair
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Correspondence to Sunil Sahadev .

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Editors and Affiliations

  1. Salford Business School, University of Salford, Manchester, United Kingdom

    Sunil Sahadev

  2. Indian Institute of Management, Kozhikode, Kerala, India

    Keyoor Purani

  3. Aston Business School, Birmingham, United Kingdom

    Neeru Malhotra

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Sahadev, S., Purani, K., Nair, S.K. (2015). The Mediating Role of Role Stress in the Relationship Between Goal Orientation and Job Satisfaction Among Salespersons: An Empirical Study. In: Sahadev, S., Purani, K., Malhotra, N. (eds) Boundary Spanning Elements and the Marketing Function in Organizations. Springer, Cham. https://doi.org/10.1007/978-3-319-13440-6_6

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