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

Sunil Sahadev (), Keyoor Purani and Satish K. Nair
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Sunil Sahadev: Salford Business School, University of Salford
Keyoor Purani: Indian Institute of Management
Satish K. Nair: Nirma University

A chapter in Boundary Spanning Elements and the Marketing Function in Organizations, 2015, pp 81-97 from Springer

Abstract: 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.

Keywords: Goal theory; Learning orientation; Performance orientation; Role ambiguity; Role conflict (search for similar items in EconPapers)
Date: 2015
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-319-13440-6_6

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DOI: 10.1007/978-3-319-13440-6_6

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