Article Abstract:
Role stress and its effects on marketing organizations represents one of the most researched areas in marketing. In spite of this tremendous volume of research, the boundary spanning roles of marketing organizations continue to be plagued by the deleterious effects of role stress. The theory developed in this article expands current theoretical frameworks used to investigate role stress impacts in the marketing literature. The theory is integrative and expansive with relation to the body of knowledge and may serve as a framework for future research. Specific propositions from the model are developed and suggestions for their empirical testing are discussed. (Reprinted by permission of the publisher.)
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Article Abstract:
Two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive selling framework to assess their impact on salesperson adaptiveness and sales performance. Using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research highlights the importance of effective communication with sales interactions and offers suggestions to improve salesperson communication skill. (Reprinted by permission of the publisher.)
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Article Abstract:
Formation of interorganizational teams, for increasing operational efficiency of employees involved in product development, marketing, and sales is described.
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