메뉴 건너뛰기




Volumn 35, Issue 5, 2007, Pages 381-392

Examining the effects of role stress on customer orientation and job performance of retail salespeople

Author keywords

Customer orientation; Department stores; Performance levels; Sales force; Stress; United States of America

Indexed keywords


EID: 34249008779     PISSN: 09590552     EISSN: None     Source Type: Journal    
DOI: 10.1108/09590550710743735     Document Type: Article
Times cited : (49)

References (43)
  • 1
    • 0002505354 scopus 로고    scopus 로고
    • The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction
    • Babin, B.J. and Boles, J.S. (1996), "The effects of perceived co-worker involvement and supervisor support on service provider role stress, performance and job satisfaction", Journal of Retailing, Vol. 72 No. 1, pp. 57-75.
    • (1996) Journal of Retailing , vol.72 , Issue.1 , pp. 57-75
    • Babin, B.J.1    Boles, J.S.2
  • 2
    • 0032395594 scopus 로고    scopus 로고
    • Employee behavior in a service environment: A model and test of potential differences between men and women
    • Babin, B.J. and Boles, J.S. (1998), "Employee behavior in a service environment: a model and test of potential differences between men and women", Journal of Marketing, Vol. 62 No. 2, pp. 7-91.
    • (1998) Journal of Marketing , vol.62 , Issue.2 , pp. 7-91
    • Babin, B.J.1    Boles, J.S.2
  • 4
    • 0142023241 scopus 로고    scopus 로고
    • Role stressors and customer-oriented boundary-spanning behaviors in service organizations
    • Bettencourt, L.A. and Brown, S.W. (2003), "Role stressors and customer-oriented boundary-spanning behaviors in service organizations", Journal of the Academy of Marketing Science, Vol. 31 No. 4, pp. 394-408.
    • (2003) Journal of the Academy of Marketing Science , vol.31 , Issue.4 , pp. 394-408
    • Bettencourt, L.A.1    Brown, S.W.2
  • 5
    • 13844269219 scopus 로고    scopus 로고
    • Stressors and job outcomes in sales: A triphasic model versus a linear-quadratic-interactive model
    • Bhuian, S.N., Menguc, B. and Borsboom, R. (2005), "Stressors and job outcomes in sales: a triphasic model versus a linear-quadratic-interactive model", Journal of Business Research, Vol. 58, pp. 141-50.
    • (2005) Journal of Business Research , vol.58 , pp. 141-50
    • Bhuian, S.N.1    Menguc, B.2    Borsboom, R.3
  • 6
    • 4544274302 scopus 로고    scopus 로고
    • An examination of the relationships between retail work environments, salesperson selling orientation-customer orientation and job performance
    • Boles, J.S., Babin, B.J., Brasher, T.G. and Brooks, C. (2001), "An examination of the relationships between retail work environments, salesperson selling orientation-customer orientation and job performance", Journal of Marketing Theory and Practice, Vol. 9 No. 3, pp. 1-13.
    • (2001) Journal of Marketing Theory and Practice , vol.9 , Issue.3 , pp. 1-13
    • Boles, J.S.1    Babin, B.J.2    Brasher, T.G.3    Brooks, C.4
  • 7
    • 21144480256 scopus 로고
    • Antecedents and consequences of salesperson job satisfaction: Meta-analysis and assessment of causal effects
    • Brown, S.P. and Peterson, R.A. (1993), "Antecedents and consequences of salesperson job satisfaction: meta-analysis and assessment of causal effects", Journal of Marketing Research, Vol. 30, pp. 63-77.
    • (1993) Journal of Marketing Research , vol.30 , pp. 63-77
    • Brown, S.P.1    Peterson, R.A.2
  • 8
    • 0000506336 scopus 로고
    • Developing a behavior-based scale to assess retail salesperson performance
    • Bush, R.P., Bush, A.J., Ortinau, D.J. and Hair, J.F. Jr (1990), "Developing a behavior-based scale to assess retail salesperson performance", Journal of Retailing, Vol. 66 No. 1, pp. 119-36.
    • (1990) Journal of Retailing , vol.66 , Issue.1 , pp. 119-36
    • Bush, R.P.1    Bush, A.J.2    Ortinau, D.J.3    Hair Jr., J.F.4
  • 10
    • 38249039407 scopus 로고
    • Antecedents of retail salesperson performance: A path-analytic perspective
    • Dubinsky, A.J. and Hartley, S.W. (1986a), "Antecedents of retail salesperson performance: a path-analytic perspective", Journal of Business Research, Vol. 14, pp. 253-68.
    • (1986) Journal of Business Research , vol.14 , pp. 253-68
    • Dubinsky, A.J.1    Hartley, S.W.2
  • 12
    • 0009168792 scopus 로고
    • Impact of job characteristics on retail salespeople's reactions to their jobs
    • Dubinsky, A.J. and Skinner, S.J. (1984), "Impact of job characteristics on retail salespeople's reactions to their jobs", Journal of Retailing, Vol. 60 No. 2, pp. 35-62.
    • (1984) Journal of Retailing , vol.60 , Issue.2 , pp. 35-62
    • Dubinsky, A.J.1    Skinner, S.J.2
  • 13
    • 85132422181 scopus 로고
    • Influence of role stress on industrial salespeople's work outcomes in the United States, Japan, and Korea
    • Dubinsky, A.J., Michaels, R.E., Kotabe, M., Lim, C.U. and Moon, H-C. (1992), "Influence of role stress on industrial salespeople's work outcomes in the United States, Japan, and Korea", Journal of International Business Studies, Vol. 23 No. 1, pp. 77-99.
    • (1992) Journal of International Business Studies , vol.23 , Issue.1 , pp. 77-99
    • Dubinsky, A.J.1    Michaels, R.E.2    Kotabe, M.3    Lim, C.U.4    Moon, H.-C.5
  • 14
    • 85009629928 scopus 로고    scopus 로고
    • Organizational values and role stress as determinants of customer-oriented selling performance
    • Flaherty, T.B., Dahlstrom, R. and Skinner, S.J. (1999), "Organizational values and role stress as determinants of customer-oriented selling performance", Journal of Personal Selling & Sales Management, Vol. 19 No. 2, pp. 1-18.
    • (1999) Journal of Personal Selling & Sales Management , vol.19 , Issue.2 , pp. 1-18
    • Flaherty, T.B.1    Dahlstrom, R.2    Skinner, S.J.3
  • 15
    • 0031160934 scopus 로고    scopus 로고
    • The influence of salesperson selling behaviors on customer satisfaction with products
    • Goff, B.G., Boles, J.S., Bellenger, D.N. and Stojack, C. (1997), "The influence of salesperson selling behaviors on customer satisfaction with products", Journal of Retailing, Vol. 73 No. 2, pp. 171-83.
    • (1997) Journal of Retailing , vol.73 , Issue.2 , pp. 171-83
    • Goff, B.G.1    Boles, J.S.2    Bellenger, D.N.3    Stojack, C.4
  • 17
    • 11144317277 scopus 로고    scopus 로고
    • Re-examining salesperson goal orientations: Personality influencers, customer orientation, and work satisfaction
    • Harris, E.G., Mowen, J.C. and Brown, T.J. (2005), "Re-examining salesperson goal orientations: personality influencers, customer orientation, and work satisfaction", Journal of the Academy of Marketing Science, Vol. 33 No. 1, pp. 19-35.
    • (2005) Journal of the Academy of Marketing Science , vol.33 , Issue.1 , pp. 19-35
    • Harris, E.G.1    Mowen, J.C.2    Brown, T.J.3
  • 18
    • 0042727677 scopus 로고
    • Antecedents and consequences of role perceptions: A path analytic approach
    • Hartenian, L.S. and Hadaway, F.J. (1994), "Antecedents and consequences of role perceptions: a path analytic approach", Journal of Applied Business Research, Vol. 10 No. 2, pp. 40-50.
    • (1994) Journal of Applied Business Research , vol.10 , Issue.2 , pp. 40-50
    • Hartenian, L.S.1    Hadaway, F.J.2
  • 19
    • 0025768431 scopus 로고
    • Creating customer-oriented employees: The case in home health care
    • Hoffman, K.D. and Ingram, T.N. (1991), "Creating customer-oriented employees: the case in home health care", Journal of Health Care Marketing, Vol. 11, pp. 68-78.
    • (1991) Journal of Health Care Marketing , vol.11 , pp. 68-78
    • Hoffman, K.D.1    Ingram, T.N.2
  • 20
    • 21644450525 scopus 로고    scopus 로고
    • Supervisor communication and practices and boundary spanner role ambiguity
    • Johlke, M.C. and Duhan, D.F. (2001), "Supervisor communication and practices and boundary spanner role ambiguity", Journal of Managerial Issues, Vol. 13 No. 1, pp. 87-101.
    • (2001) Journal of Managerial Issues , vol.13 , Issue.1 , pp. 87-101
    • Johlke, M.C.1    Duhan, D.F.2
  • 21
    • 0041370180 scopus 로고    scopus 로고
    • The indirect effects of organizational controls on salesperson performance and customer orientation
    • Joshi, A.W. and Randall, S. (2001), "The indirect effects of organizational controls on salesperson performance and customer orientation", Journal of Business Research, Vol. 54, pp. 1-9.
    • (2001) Journal of Business Research , vol.54 , pp. 1-9
    • Joshi, A.W.1    Randall, S.2
  • 22
    • 34248999352 scopus 로고    scopus 로고
    • Workers are seeking employers of choice
    • Kaplan, S.L. and Jones, J.M. (1998), "Workers are seeking employers of choice", Chain Store Age, Vol. 74 No. 10, pp. 72-3.
    • (1998) Chain Store Age , vol.74 , Issue.10 , pp. 72-3
    • Kaplan, S.L.1    Jones, J.M.2
  • 23
    • 51249168301 scopus 로고
    • Developing customer orientation among service employees
    • Kelley, S.W. (1992), "Developing customer orientation among service employees", Journal of the Academy of Marketing Science, Vol. 20 No. 1, pp. 27-36.
    • (1992) Journal of the Academy of Marketing Science , vol.20 , Issue.1 , pp. 27-36
    • Kelley, S.W.1
  • 24
    • 0001205317 scopus 로고
    • Management controls, role stress, and retail store manager performance
    • Lusch, R.F. and Jaworski, B.J. (1991), "Management controls, role stress, and retail store manager performance", Journal of Retailing, Vol. 67 No. 4, pp. 397-419.
    • (1991) Journal of Retailing , vol.67 , Issue.4 , pp. 397-419
    • Lusch, R.F.1    Jaworski, B.J.2
  • 25
    • 0036926045 scopus 로고    scopus 로고
    • Modeling customer perceptions of complaint handling over time: The effects of perceived justice on satisfaction and intent
    • Maxham, J.G. and Richard, G.N. (2002), "Modeling customer perceptions of complaint handling over time: the effects of perceived justice on satisfaction and intent", Journal of Retailing, Vol. 78, pp. 239-52.
    • (2002) Journal of Retailing , vol.78 , pp. 239-52
    • Maxham, J.G.1    Richard, G.N.2
  • 26
    • 0002955915 scopus 로고
    • Role stress among industrial buyers: An integrative model
    • Michaels, R.E., Day, R.L. and Joachimsthaler, E.A. (1987), "Role stress among industrial buyers: an integrative model", Journal of Marketing, Vol. 51 No. 2, pp. 28-45.
    • (1987) Journal of Marketing , vol.51 , Issue.2 , pp. 28-45
    • Michaels, R.E.1    Day, R.L.2    Joachimsthaler, E.A.3
  • 27
    • 0002408510 scopus 로고
    • A conceptual model of service quality and its implications for future research
    • Parasuraman, A., Zeithaml, V. and Berry, L.L. (1985), "A conceptual model of service quality and its implications for future research", Journal of Marketing, Vol. 49, pp. 41-50.
    • (1985) Journal of Marketing , vol.49 , pp. 41-50
    • Parasuraman, A.1    Zeithaml, V.2    Berry, L.L.3
  • 28
    • 0036040521 scopus 로고    scopus 로고
    • The influence of salesperson skill, motivation and training on the practice of customer-oriented selling
    • Pettijohn, C.E. and Pettijohn, L.S. (2002), "The influence of salesperson skill, motivation and training on the practice of customer-oriented selling", Psychology & Marketing, Vol. 19 No. 9, pp. 743-57.
    • (2002) Psychology & Marketing , vol.19 , Issue.9 , pp. 743-57
    • Pettijohn, C.E.1    Pettijohn, L.S.2
  • 30
    • 0002088250 scopus 로고
    • Criteria for scale selection and evaluation
    • Robinson, J.P. Shaver, P.R. Wrightsman, L.S. Academic Press San Diego, CA
    • Robinson, J.P., Shaver, P.R. and Wrightsman, L.S. (1991), "Criteria for scale selection and evaluation", in Robinson, J.P., Shaver, P.R. and Wrightsman, L.S. (Eds), Measures of Personality and Social Psychological Attitudes, Academic Press, San Diego, CA, pp. 1-16.
    • (1991) Measures of Personality and Social Psychological Attitudes , pp. 1-16
    • Robinson, J.P.1    Shaver, P.R.2    Wrightsman, L.S.3
  • 31
    • 22144456853 scopus 로고    scopus 로고
    • The effects of sales training on sales force activity
    • Roman, S., Ruiz, S. and Munuera, J.L. (2002), "The effects of sales training on sales force activity", European Journal of Marketing, Vol. 36 Nos 11/12, pp. 1344-66.
    • (2002) European Journal of Marketing , vol.36 , Issue.1112 , pp. 1344-66
    • Roman, S.1    Ruiz, S.2    Munuera, J.L.3
  • 32
    • 4544328220 scopus 로고    scopus 로고
    • Customer-oriented selling: Exploring the roles of emotional intelligence and organizational commitment
    • Rozell, E.J., Pettijohn, C.E. and Parker, R.S. (2004), "Customer-oriented selling: exploring the roles of emotional intelligence and organizational commitment", Psychology & Marketing, Vol. 21 No. 6, pp. 405-24.
    • (2004) Psychology & Marketing , vol.21 , Issue.6 , pp. 405-24
    • Rozell, E.J.1    Pettijohn, C.E.2    Parker, R.S.3
  • 33
    • 0000932434 scopus 로고
    • The SOCO scale: A measure of the customer orientation of salespeople
    • Saxe, R. and Weitz, B.A. (1982), "The SOCO scale: a measure of the customer orientation of salespeople", Journal of Marketing Research, Vol. 19, pp. 343-51.
    • (1982) Journal of Marketing Research , vol.19 , pp. 343-51
    • Saxe, R.1    Weitz, B.A.2
  • 35
    • 0032366302 scopus 로고    scopus 로고
    • Striking a balance in boundary-spanning positions: An investigation of some unconventional influences of role stressors and job characteristics on job outcomes of salespeople
    • Singh, J. (1998), "Striking a balance in boundary-spanning positions: an investigation of some unconventional influences of role stressors and job characteristics on job outcomes of salespeople", Journal of Marketing, Vol. 62 No. 3, pp. 69-86.
    • (1998) Journal of Marketing , vol.62 , Issue.3 , pp. 69-86
    • Singh, J.1
  • 36
    • 0034402581 scopus 로고    scopus 로고
    • Performance productivity and quality of frontline employees in service organizations
    • Singh, J. (2000), "Performance productivity and quality of frontline employees in service organizations", Journal of Marketing, Vol. 64, pp. 15-34.
    • (2000) Journal of Marketing , vol.64 , pp. 15-34
    • Singh, J.1
  • 37
    • 21844504809 scopus 로고
    • Behavioral and psychological consequences of boundary spanning for customer service representatives
    • Singh, J., Goolsby, J.R. and Rhoads, G.K. (1994), "Behavioral and psychological consequences of boundary spanning for customer service representatives", Journal of Marketing Research, Vol. 32 No. 4, pp. 558-69.
    • (1994) Journal of Marketing Research , vol.32 , Issue.4 , pp. 558-69
    • Singh, J.1    Goolsby, J.R.2    Rhoads, G.K.3
  • 38
    • 0030486253 scopus 로고    scopus 로고
    • Do organizational practices matter in role stress processes? A study of direct and moderating effects for marketing-oriented boundary spanners
    • Singh, J., Verbeke, W. and Rhoads, G.K. (1996), "Do organizational practices matter in role stress processes? A study of direct and moderating effects for marketing-oriented boundary spanners", Journal of Marketing, Vol. 60 No. 3, pp. 69-86.
    • (1996) Journal of Marketing , vol.60 , Issue.3 , pp. 69-86
    • Singh, J.1    Verbeke, W.2    Rhoads, G.K.3
  • 39
    • 85009853890 scopus 로고    scopus 로고
    • The drivers of customer orientation: An exploration of relational, human resource and procedural tactics
    • Strong, C.A. and Harris, L.C. (2004), "The drivers of customer orientation: an exploration of relational, human resource and procedural tactics", Journal of Strategic Marketing, Vol. 12, pp. 183-204.
    • (2004) Journal of Strategic Marketing , vol.12 , pp. 183-204
    • Strong, C.A.1    Harris, L.C.2
  • 40
    • 21344494683 scopus 로고
    • Learning orientation, working smart, and effective selling
    • Sujan, H., Weitz, B.A. and Kumar, N. (1994), "Learning orientation, working smart, and effective selling", Journal of Marketing, Vol. 58 No. 3, pp. 39-52.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 39-52
    • Sujan, H.1    Weitz, B.A.2    Kumar, N.3
  • 42
    • 85009576653 scopus 로고    scopus 로고
    • Exploring salespersons' customer orientation as a mediator of organizational culture's influence on buyer-seller relationships
    • Williams, M.R. and Attaway, J.S. (1996), "Exploring salespersons' customer orientation as a mediator of organizational culture's influence on buyer-seller relationships", Journal of Personal Selling & Sales Management, Vol. 16 No. 4, pp. 33-52.
    • (1996) Journal of Personal Selling & Sales Management , vol.16 , Issue.4 , pp. 33-52
    • Williams, M.R.1    Attaway, J.S.2
  • 43
    • 20444462784 scopus 로고    scopus 로고
    • Customer-oriented boundary-spanning behaviors: Test of a social exchange model of antecedents
    • Bettencourt, L.A., Brown, S.W. and MacKenzie, S.B. (2005), "Customer-oriented boundary-spanning behaviors: test of a social exchange model of antecedents", Journal of Retailing, Vol. 81 No. 2, pp. 141-57.
    • (2005) Journal of Retailing , vol.81 , Issue.2 , pp. 141-57
    • Bettencourt, L.A.1    Brown, S.W.2    MacKenzie, S.B.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.