TITLE

INFLUENCE OF PERSONAL CHARACTERISTICS ON SALESPEOPLE'S COPING STYLES

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p71
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Sales people fill a boundary-spanning role, and to effectively occupy the boundary-spanning role, salespeople must balance conflicting demands attributable to their own organization, customer organizations, the sales manager, and the buyer. The boundary spanning role of the salesperson leads to negative outcomes through role stress and job stress. The article reviews the meaning of coping as a research construct, incorporates the competing notions of coping style arid coping behavior and establishes the rationale for studying salespersons' coping from the perspective if coping style. Then, coping style is positioned within a general theoretical framework, incorporating determinants and outcomes of salespersons' coping style. Afterwards, coping styles are related to several personal characteristics variables like locus of control, social support, and continuance commitment and self-efficacy beliefs.
ACCESSION #
9605143669

 

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