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 language | English |
|---|---|
| Title of host publication | Australian & New Zealand Marketing Academy (ANZMAC) 3Rs Reputation, Responsibility, Relevance |
| Editors | Maree Thyne, Kenneth R. Deans, Juergen Gnoth |
| Pages | 292-300 |
| Number of pages | 9 |
| ISBN (Electronic) | 978-1-877156-29-9 |
| Publication status | Published - 2007 |
| Event | Australian and New Zealand Marketing Academy Conference 2007 - Dunedin, New Zealand Duration: 3 Dec 2007 → 5 Dec 2007 http://anzmac.info/conference/2007/ |
Conference
| Conference | Australian and New Zealand Marketing Academy Conference 2007 |
|---|---|
| Abbreviated title | ANZMAC 2007 |
| Country/Territory | New Zealand |
| City | Dunedin |
| Period | 3/12/07 → 5/12/07 |
| Internet address |