Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea

Alan J Dubinsky, Ronald E Michaels, Masaaki Kotabe, Chae Un Lim and Hee-Cheol Moon
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Alan J Dubinsky: St. Cloud State University
Ronald E Michaels: Indiana University
Masaaki Kotabe: University of Texas at Austin
Chae Un Lim: Kukmin University
Hee-Cheol Moon: Kukmin University

Journal of International Business Studies, 1992, vol. 23, issue 1, 77-99

Abstract: Role theory espouses, and extensive empirical research has found, that role stress can have deleterious effect on work outcomes of sales personnel. The findings of these investigations, however, are predicated on U.S.-based samples of salespeople. Whether similar results would be obtained with samples of salespersons in other countries has not yet been determined. This paper reports the results of a study that examined the impact of role stress on performance, job satisfaction, and organizational commitment of industrial salespeople from the United States, Japan, and Korea. Tests of cross-national hypotheses indicate general consistency in the findings across the three countries.© 1992 JIBS. Journal of International Business Studies (1992) 23, 77–99

Date: 1992
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