TITLE

Effect of stress on sales person performance

AUTHOR(S)
Khan, Noheed; Riaz, Muhammad Tayyeb; Bashir, Hasnain; Iftekhar, Hanan; Khattak, Arif
PUB. DATE
June 2011
SOURCE
Interdisciplinary Journal of Contemporary Research in Business;Jun2011, Vol. 3 Issue 2, p381
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
We examined the relationships between sale employees' felt job stress, organization commitment, job experience, and performance. Our results are reliable with the consideration view of stress. Employees with higher levels of emotional commitment and higher levels of job experience channeled felt stress more effectively into sales performance. Felt stress had neutral to negative effects on performance for employees with lower levels of commitment and job experience. Commitment, like stress, was more strongly related to performance when employees had more job experience. The results suggest that consideration of moderators of the stress-performance relationships important both theoretically and practically.
ACCESSION #
70548040

Tags: JOB stress;  JOB performance;  SALES personnel;  STRESS (Physiology);  QUALITY of work life

 

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