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

@article{Dubinsky1992InfluenceOR,
  title={Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea},
  author={Alan J. Dubinsky and Ronald E. Michaels and Masaaki Kotabe and Chae Un Lim and Hee-Cheol Moon},
  journal={Journal of International Business Studies},
  year={1992},
  volume={23},
  pages={77-99}
}
  • Alan J. Dubinsky, Ronald E. Michaels, +2 authors Hee-Cheol Moon
  • Published 1992
  • Business
  • 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… CONTINUE READING

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