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.
CITATION STYLE
Sahadev, S., Purani, K., & Nair, S. K. (2015). The mediating role of role stress in the relationship between goal orientation and job satisfaction among salespersons: An empirical study. In Boundary Spanning Elements and the Marketing Function in Organizations: Concepts and Empirical Studies (pp. 81–97). Springer International Publishing. https://doi.org/10.1007/978-3-319-13440-6_6
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