Role Stressors and Salesperson Job Stress

Abstract

The authors propose a reconceptualization of the relation between role stressors (i.e., role conflict and role ambiguity) and actual stress felt by the salesperson. Grounded in role and cognitive appraisal theories, it is proposed that salesperson appraisals of role sanctions mediate the effect of role stressors on felt stress. Moreover, salesperson appraisals of the ability to cope with expected role sanctions are proposed to moderate the stressor/felt stress relationship.