TITLE

Role Conflict and Role Ambiguity Reconsidered

AUTHOR(S)
Shepherd, C. David; Fine, Leslie M.
PUB. DATE
March 1994
SOURCE
Journal of Personal Selling & Sales Management;Spring94, Vol. 14 Issue 2, p57
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Over the last two decades considerable research effort has focused on the relationship between role stress (role conflict and role ambiguity) and salesperson job performance and satisfaction. Many researchers in selling and sales management have used role stress scales developed by Rizzo, House and Lirtzman (RHL) in 1970. Researchers who wish to use the RHL scales must contend with criticisms about the scales' validity and reliability, and with a history of changes to the scales' response format and item content. This paper reviews the criticisms of the scales, the use of the scales in the sales literature, and offers guidelines for researchers for the most effective use of the RHL scales.
ACCESSION #
9412191765

 

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