Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea

Alan J. Dubinsky, Ronald E. Michaels, Masaaki Kotabe, Chae Un Lim, Hee cheol Moon

Research output: Contribution to journalArticlepeer-review

57 Citations (Scopus)

Abstract

Role theory espouses, and extensive empirical research has found, that role stress can have deleterious effect on work outcomes of sales personnel. The findings of these investigations, however, are predicated on U.S.-based samples of salespeople. Whether similar results would be obtained with samples of salespersons in other countries has not yet been determined. This paper reports the results of a study that examined the impact of role stress on performance, job satisfaction, and organizational commitment of industrial salespeople from the United States, Japan, and Korea. Tests of cross-national hypotheses indicate general consistency in the findings across the three countries.

Original languageEnglish
Pages (from-to)77-99
Number of pages23
JournalJournal of International Business Studies
Volume23
Issue number1
DOIs
Publication statusPublished - 1992 Mar 1

ASJC Scopus subject areas

  • Business and International Management
  • Business, Management and Accounting(all)
  • Economics and Econometrics
  • Strategy and Management
  • Management of Technology and Innovation

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