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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

Author

Listed:
  • Sunil Sahadev

    (Salford Business School, University of Salford)

  • Keyoor Purani

    (Indian Institute of Management)

  • Satish K. Nair

    (Nirma University)

Abstract

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.

Suggested Citation

  • Sunil Sahadev & Keyoor Purani & Satish K. Nair, 2015. "The Mediating Role of Role Stress in the Relationship Between Goal Orientation and Job Satisfaction Among Salespersons: An Empirical Study," Springer Books, in: Sunil Sahadev & Keyoor Purani & Neeru Malhotra (ed.), Boundary Spanning Elements and the Marketing Function in Organizations, edition 127, pages 81-97, Springer.
    • Handle: RePEc:spr:sprchp:978-3-319-13440-6_6
    DOI: 10.1007/978-3-319-13440-6_6
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