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

Sahadev, S; Purani, K; Nair, SK

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.

Citation

Sahadev, S., Purani, K., & Nair, S. (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 (81-97). Springer. https://doi.org/10.1007/978-3-319-13440-6_6

• Publication Date: Jan 1, 2015
• Deposit Date: Nov 8, 2016
• Publisher: Springer
• Pages: 81-97
• Book Title: Boundary Spanning Elements and the Marketing Function in Organizations
• ISBN: 9783319134390
• DOI: https://doi.org/10.1007/978-3-319-13440-6_6
• Publisher URL: http://dx.doi.org/10.1007/978-3-319-13440-6_6