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

研究成果: Article査読

60 被引用数 (Scopus)

抄録

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.

本文言語English
ページ(範囲)77-99
ページ数23
ジャーナルJournal of International Business Studies
23
1
DOI
出版ステータスPublished - 1992 3月 1

ASJC Scopus subject areas

  • ビジネスおよび国際経営
  • ビジネス、管理および会計(全般)
  • 経済学、計量経済学
  • 戦略と経営
  • 技術マネージメントおよび技術革新管理

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