Determinants and Outcomes of Salespeople's Coping Style

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Some salespeople cope with the chronic stress that accompanies sales jobs better than others. That is, while all salespeople possess some ability for coping with job stress, some coping mechanisms work better than others. Thus, it is critically important to identify the coping mechanismwhich are associated with the most positive organizational outcomes (i.e., higher performance, increased retention). Research on the coping mechanisms of salespeople is in its exploratory stage. Increased knowledge concerning how salespeople cope with chronic job stress would help researchers and managers to clarify why certain job outcomes occur instead of others (i.e., performance, retention, and burnout). This ... continued below

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vii, 133 leaves : ill.

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Srivastava, Rajesh, 1964- August 1996.

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  • Srivastava, Rajesh, 1964-

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Some salespeople cope with the chronic stress that accompanies sales jobs better than others. That is, while all salespeople possess some ability for coping with job stress, some coping mechanisms work better than others. Thus, it is critically important to identify the coping mechanismwhich are associated with the most positive organizational outcomes (i.e., higher performance, increased retention). Research on the coping mechanisms of salespeople is in its exploratory stage. Increased knowledge concerning how salespeople cope with chronic job stress would help researchers and managers to clarify why certain job outcomes occur instead of others (i.e., performance, retention, and burnout). This study proposes and tests a set of relationships pertaining to the dimensionality and the outcomes of salespeople's coping styles. The model identifies the antecedents of coping style and proposes three types of coping style salespeople employ to reduce job stress- emotion focused coping (EFC), problemfocused coping (PFC) and action oriented coping (AOC). It also elucidates the outcomes associated with EFC and PFC styles. The empiricalfindingssuggest that among salespeople, those who use PFC possess a more pronounced internal locus of control, perceive higher social support, and project higher continuance commitment, and higher self efficacy than those who use EFC. The findings also suggest that salespeople who use PFC tend to be more satisfied and express greater well being than those who use EFC. Additionally, salespeople who use EFC tend to exhibit greater propensity to burnout and greater tendency to withdraw than those who use PFC. The model holds considerable promise froma managerial standpoint. Because the model partially predicts whether the outcome of a particular coping style will be positive or negative, managers can train their salespeople to cope with job stress more effectively. Additionally, it may be significantly helpful to those who recruit salespeople. Sales recruiters ought to be able to identify applicants with a greater orientation toward an internal locus of control. Internally driven individuals are more likely to use a problem focused coping style. In the context of hiring salespeople, this knowledge can be of crucial importance.

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vii, 133 leaves : ill.

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  • August 1996

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  • March 26, 2014, 9:30 a.m.

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  • July 8, 2015, 8:18 a.m.

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Srivastava, Rajesh, 1964-. Determinants and Outcomes of Salespeople's Coping Style, dissertation, August 1996; Denton, Texas. (digital.library.unt.edu/ark:/67531/metadc279250/: accessed December 18, 2018), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .