Work-related stressors and psychological strain in the sales force: the role of intrinsic and extrinsic motivation

Nick J. Lee, John W. Cadogan, Geoffrey R. Durden

Research output: Chapter in Book/Published conference outputConference publication

Abstract

The contemporary workplace appears rife with psychological strain, which can have considerable deleterious outcomes to the firm and the individual. However, research on strain in the sales force is underdeveloped. This paper reports the results of a study of the antecedents and consequences of psychological strain in the sales force, with particular attention to the roles of role ambiguity, emotional exhaustion, and intrinsic and extrinsic motivation. Emotional exhaustion is found to increase strain. Intrinsic motivation reduces strain under conditions of relatively high role ambiguity, but leads to more strain under conditions of low role ambiguity. Strain is found to have a J-shaped relationship with turnover intentions, and is linearly related to lower job satisfaction and lower job performance.
Original languageEnglish
Title of host publicationAustralian & New Zealand Marketing Academy (ANZMAC) 3Rs Reputation, Responsibility, Relevance
EditorsMaree Thyne, Kenneth R. Deans, Juergen Gnoth
Pages292-300
Number of pages9
ISBN (Electronic)978-1-877156-29-9
Publication statusPublished - 2007
EventAustralian and New Zealand Marketing Academy Conference 2007 - Dunedin, New Zealand
Duration: 3 Dec 20075 Dec 2007
http://anzmac.info/conference/2007/

Conference

ConferenceAustralian and New Zealand Marketing Academy Conference 2007
Abbreviated titleANZMAC 2007
CountryNew Zealand
CityDunedin
Period3/12/075/12/07
Internet address

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