Personal Differences, Job Tension, Job Outcomes, and Store Performance: A Study of Retail Store Managers

1990 ◽  
Vol 54 (1) ◽  
pp. 85 ◽  
Author(s):  
Robert F. Lusch ◽  
Ray R. Serpkenci
Keyword(s):  
Retail Store ◽  
Job Outcomes ◽  
Job Tension ◽  
Store Performance

UHF RFID: Retail Store Performance

2021 ◽  
pp. 1-1
Author(s):  
Maja Skiljo ◽  
Petar Solic ◽  
Zoran Blazevic ◽  
Lea Dujic Rodic ◽  
Toni Perkovic
Keyword(s):  
Retail Store ◽  
Uhf Rfid ◽  
Retail Store Performance ◽  
Store Performance

Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople

1998 ◽  
Vol 62 (3) ◽  
pp. 69-86 ◽  
Author(s):  
Jagdip Singh
Keyword(s):  
Role Conflict ◽  
Turnover Intentions ◽  
Job Characteristics ◽  
Theory And Practice ◽  
Job Outcomes ◽  
Theoretical Frameworks ◽  
Role Stressors ◽  
Job Tension ◽  
Trade Offs ◽  
Task Variety

Most previous studies have focused on the linear effects of role stressors and job characteristics on salespersons’ behavioral (e.g., performance) and psychological (e.g., satisfaction) job outcomes. Drawing on the theoretical frameworks of Yerkes-Dodson law, activation theory, and overstimulation hypothesis, the author examines some unconventional hypotheses of curvilinear and interactional influences of role stressors (i.e., role conflict, ambiguity, and overload) and job characteristics (i.e., autonomy, feedback, task variety, and participation) on five key job outcomes of salespeople. Using data from salespeople across a range of small and large firms, the author finds that curvilinear and/or interactional influences are supported for job tension, turnover intentions, and performance but not for job satisfaction or organizational commitment. The findings specifically indicate support for the overstimulation hypothesis because the dysfunctional effects of role ambiguity tend to be amplified when autonomy, feedback, and task variety are increased. In addition, the results yield evidence of buffering effects because the adverse consequences of role conflict and overload appear to be buffered by task variety and feedback. Overall, the study highlights the inherent trade-offs for sales managers attempting to design jobs with positive job characteristics for salespersons facing high levels of role stressors. The author discusses the implications for theory and practice.

Sign in / Sign up

Export Citation Format

Share Document