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Coping with organizational role stress: Intrinsic motivational orientation, perceived role benefits, and psychological withdrawal

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Abstract

Researchers have long recognized that individuals in stressful marketing roles find ways to cope with organizational role stress. This study examines the effects of three psychological coping strategies—intrinsic motivational orientation, perceived role benefits, and psychological withdrawal—in a model of organizational role stress. Results indicate that intrinsic motivational orientations reduce perceptions of role conflict and role ambiguity, and increase job satisfaction; that perceived role benefits positively influence job satisfaction; and that job dissatisfaction is the primary cause of psychological withdrawal. The study supports the importance of coping efforts in models of organizational role stress among marketing personnel.

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Authors and Affiliations

  1. the University of Colorado at Boulder, USA

    Susan M. Keaveney Ph.D. (Assistant Professor of Marketing) & James E. Nelson Ph.D. (Associate Professor of Marketing)

  2. the University of Colorado at Denver, USA

    Susan M. Keaveney Ph.D. (Assistant Professor of Marketing)

  3. University of Minnesota, USA

    James E. Nelson Ph.D. (Associate Professor of Marketing)

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  1. Susan M. Keaveney Ph.D.
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  2. James E. Nelson Ph.D.
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Dr. Keaveney’s research interests focus on retailing issues including retail buyer behavior, retail store image, and retail price promotions. Dr. Keaveney has also published in the areas of marketing organizational behavior, services marketing, and international marketing. She is co-author with Philip R. Cateora ofMarketing: An International Perspective, which has been published both in English and in Japanese. Dr. Keaveney has published articles in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Promotion Management, Journal of Marketing Channels, andJournal of Volunteer Administration.

Dr. Nelson’s research interests include topics in marketing research, consumer behavior, and advertising. He has published in theJournal of Marketing, Journal of Advertising, Journal of Business Research, Journal of Marketing Research, and serves as occasional reviewer to these publications as well as to theJournal of the Academy of Marketing Science. He teaches courses in marketing management, marketing research, and multivariate statistics.

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Keaveney, S.M., Nelson, J.E. Coping with organizational role stress: Intrinsic motivational orientation, perceived role benefits, and psychological withdrawal. JAMS 21, 113–124 (1993). https://doi.org/10.1007/BF02894422

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