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Stress coping strategies of professi...

Javier, Dafne.

Stress coping strategies of professional salespeople.

紀錄類型:	書目-電子資源 : 單行本
正題名/作者:	Stress coping strategies of professional salespeople./
作者:	Javier, Dafne.
面頁冊數:	174 p.
附註:	Source: Dissertation Abstracts International, Volume: 65-03, Section: A, page: 1032.
Contained By:	Dissertation Abstracts International65-03A.
標題:	Business Administration, Marketing. -
電子資源:	Download fulltext (下載全文)
ISBN:	0496737821

Stress coping strategies of professional salespeople.
Javier, Dafne.

Stress coping strategies of professional salespeople. - 174 p.

Source: Dissertation Abstracts International, Volume: 65-03, Section: A, page: 1032.

Thesis (D.B.A.)--University of Sarasota, 2004.

Salespeople are very important for a company's success or failure. They operate in a stressful environment due to many different causes. It is very important to find out how they cope with this stress. The purpose of the study was to identify stress coping strategies used by professional salespeople to deal consciously and effectively with work related stress. As a corollary to this purpose a model of stress coping strategies was proposed as a simple representation of the relationships found. The general research question was, "What techniques and resources do salespeople use to cope with work stress?". This research found that salespeople engage in some typical coping activities. Thirty-two activities/items were considered typical coping activities used by salespeople. These were categorized in nine factors/strategies for the purpose of parsimony. The nine factors/coping strategies found were: commitment, time management, problem solving, control, leisure, positive illusions, self-efficacy, social support and withdrawal. The nine strategies/factors were found related to the perceived quality of work life (QWL scale).

ISBN: 0496737821Subjects--Topical Terms:

1000005425
Business Administration, Marketing.

Stress coping strategies of professional salespeople.
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500 $a Source: Dissertation Abstracts International, Volume: 65-03, Section: A, page: 1032.
500 $a Chairperson: Calvin Berkey.
502 $a Thesis (D.B.A.)--University of Sarasota, 2004.
520 $a Salespeople are very important for a company's success or failure. They operate in a stressful environment due to many different causes. It is very important to find out how they cope with this stress. The purpose of the study was to identify stress coping strategies used by professional salespeople to deal consciously and effectively with work related stress. As a corollary to this purpose a model of stress coping strategies was proposed as a simple representation of the relationships found. The general research question was, "What techniques and resources do salespeople use to cope with work stress?". This research found that salespeople engage in some typical coping activities. Thirty-two activities/items were considered typical coping activities used by salespeople. These were categorized in nine factors/strategies for the purpose of parsimony. The nine factors/coping strategies found were: commitment, time management, problem solving, control, leisure, positive illusions, self-efficacy, social support and withdrawal. The nine strategies/factors were found related to the perceived quality of work life (QWL scale).
520 $a Two moderating variables were found significantly related to the summated scores of these stress factors/coping strategies: locus of control and years of experience. Eleven factors/strategies had significant relationship with some of the moderating variables.
520 $a The instrument was composed of two scales, a stress coping activities (CA) scale and a quality of work life (QWL) scale; six biographical data questions and three open questions to professional salespeople were also included. The sample was a convenience sample of 208 professional salespeople from different organizations. What was found could be solely part of this population or not. The generalizability of the model and measurement scales to other populations needs to be examined in future studies.
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