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

Author

Listed:
  • 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)

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

Suggested Citation

  • Alan J Dubinsky & Ronald E Michaels & Masaaki Kotabe & Chae Un Lim & Hee-Cheol Moon, 1992. "Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(1), pages 77-99, March.
    • Handle: RePEc:pal:jintbs:v:23:y:1992:i:1:p:77-99
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    Cited by:

    1. Ghasem Zaefarian & Matthew J. Robson & Zhaleh Najafi-Tavani & Stavroula Spyropoulou, 2023. "Relationships of stressors and opportunism in cross-border exchange partnership contexts: When and how monitoring matters," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(3), pages 441-475, April.
    2. Muhammad Rizwan & Arooba Waseem & Syeda Anam Bukhari, 2014. "Antecedents of Job Stress and its impact on Job Performance and Job Satisfaction," International Journal of Learning and Development, Macrothink Institute, vol. 4(2), pages 187-203, June.
    3. Osman M. Karatepe, 2006. "The effects of selected antecedents on the service recovery performance of frontline employees," The Service Industries Journal, Taylor & Francis Journals, vol. 26(1), pages 39-57, January.
    4. Kim, HaeJung & Knight, Dee K. & Crutsinger, Christy, 2009. "Generation Y employees' retail work experience: The mediating effect of job characteristics," Journal of Business Research, Elsevier, vol. 62(5), pages 548-556, May.
    5. Luo, Xueming & Zhou, Lianxi & Liu, Sandra S., 2005. "Entrepreneurial firms in the context of China's transition economy: an integrative framework and empirical examination," Journal of Business Research, Elsevier, vol. 58(3), pages 277-284, March.
    6. Leo Huang & Kuang-Yu Chang & Yu-Chen Yeh, 2020. "How Can Travel Agencies Create Sustainable Competitive Advantages? Perspective on Employee Role Stress and Initiative Behavior," Sustainability, MDPI, vol. 12(11), pages 1-15, June.
    7. Aimée A. Kane & Natalia Levina, 2017. "‘Am I Still One of Them?’: Bicultural Immigrant Managers Navigating Social Identity Threats When Spanning Global Boundaries," Journal of Management Studies, Wiley Blackwell, vol. 54(4), pages 540-577, June.
    8. Peter W. Liesch & Lars Håkanson & Sara L. McGaughey & Stuart Middleton & Julia Cretchley, 2011. "The evolution of the international business field: a scientometric investigation of articles published in its premier journal," Scientometrics, Springer;Akadémiai Kiadó, vol. 88(1), pages 17-42, July.
    9. Upasana Aggarwal & Shivganesh Bhargava, 2010. "The Effects of Equity Sensitivity, Job Stressors and Perceived Organisational Support on Psychological Contract Breach," Vision, , vol. 14(1-2), pages 45-55, January.
    10. Hendra Raza & Erlina & Prihatin Lumban Raja, 2014. "Antecedents and Consequences of Individual Performance: Analysis of Turnover Intention Model (Empirical Study of Public Accountants in Indonesia)," Journal of Economics and Behavioral Studies, AMH International, vol. 6(3), pages 169-180.
    11. Liu, Sandra S. & Luo, Xueming & Shi, Yi-Zheng, 2003. "Market-oriented organizations in an emerging economy: A study of missing links," Journal of Business Research, Elsevier, vol. 56(6), pages 481-491, June.
    12. Brashear, Thomas G. & Lepkowska-White, Elzbieta & Chelariu, Cristian, 2003. "An empirical test of antecedents and consequences of salesperson job satisfaction among Polish retail salespeople," Journal of Business Research, Elsevier, vol. 56(12), pages 971-978, December.
    13. Jaramillo, Fernando & Mulki, Jay Prakash & Marshall, Greg W., 2005. "A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research," Journal of Business Research, Elsevier, vol. 58(6), pages 705-714, June.
    14. Ahmet Erkuş & Mine Afacan Fındıklı, 2021. "Workplace Happiness: A Research on the Effects of Workplace Environment and Psychological Capital," Istanbul Management Journal, Istanbul University Business School, vol. 0(91), pages 1-24, December.

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