Skip to main content
SpringerLink
Log in

The effects on stressful organizational conditions on salesperson work motivation

  • Published:
Journal of the Academy of Marketing Science Aims and scope Submit manuscript

Abstract

This paper examines how organizational stress may contribute to intrinsic and extrinsic dimensions of salesperson work motivation. Hypotheses generated on the basis of sales management and organizational stress literature are tested using data gathered from an insurance sales population. Results indicate that excessive role stress may produce a significant adverse impact on salespersons' intrinsic and extrinsic work motivation. Research findings are discussed from a managerial perspective.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Similar content being viewed by others

References

  • Antonovsky, A. 1979.Health, Stress, and Coping. San Francisco: Jossey-Bass.

    Google Scholar 

  • Campbell, J.P. and Pritchard, R.D. 1979. “Research Evidence Pertaining to Expectancy-Instrumentality-Valence Theory.” In Steers, R.M. and Porter, L.W. (eds.),Motivation and Work Behavior. New York: McGraw-Hill.

    Google Scholar 

  • Churchill, G.A., Jr., Ford, N.M., and Walker, O.C., Jr. 1976. “Organizational, Climate and Job Satisfaction in the Sales Force.”Journal of Marketing Research 7 (April) 25–49.

    Google Scholar 

  • — Jr. 1979. “Predicting a Salesperson's Job Effort and Performance: Theoretical, Empirical, and Methodological Considerations” In Bagozzi, R.P. (ed.),Sales Management: New Developments from Behavioral and Decision Model Research. Boston: Marketing Science Institute.

    Google Scholar 

  • Dohrenwend, B. and Pearlin, L. 1982. “Report on, stress and Life Events.” In Elliott, G.R. and Eisdorfer, C. (eds.),Stress and Human Health. New York: Springer.

    Google Scholar 

  • Everly, G. and Girdano, D. 1980. The Stress Mess Solution. Maryland: Prentice-Hall.

    Google Scholar 

  • Farber, B.A. 1983. “A Critical Perspective on Burnout.” In Farber, B. A. (ed.),Stress and Burnout in the Human Service Professions. New York: Pergamon Press.

    Google Scholar 

  • Freudenberger, H.J. 1983. “Burnout: Contemporary Issues, Trends, and Concerns.” In Farber, B.A. (ed.),Stress and Burnout in the Human Service Professions. New York: Pergamon Press.

    Google Scholar 

  • Freudenberger, H.J. and North, G. 1978.Situational Anxiety—Coping With Everyday, Anxious Moments. New York: Doubleday.

    Google Scholar 

  • Galbraith, J. and Cummings, L.L. 1967. “An Empirical Investigation of the Motivational Determinants of Task Performance: Interactive Effects Between Instrumentaliy-Valence and Motivation-Ability.”Organizational Behavior and Human Performance 2 (August) 237–57.

    Article  Google Scholar 

  • Gmelch, W.H. 1980.Improve Management Skills by Removing Stress. San Jose, California: Lansford Publishing.

    Google Scholar 

  • — 1981.Release From Stress. Eugene, Oregon: Oregon School Study Council.

    Google Scholar 

  • — 1982.Beyond Stress to Effective Management. New York: John Wiley and Sons.

    Google Scholar 

  • — 1983. “Stress for Success: How, to Optimize Your Performance.”Theory Into Practice (Winter) 7–14.

    Article  Google Scholar 

  • Graen, G. 1969. “Instrumentality Theory of Work Motivation: Some Experimental Results and Suggested Modifications.”Journal of Applied Psychology 53 (April) 1–25.

    Article  Google Scholar 

  • Holmes, T.H. 1979. “Development and Application of a Quantitative Measure of Life Change Magnitude.” In Barrett, J.E. (ed.),Stress and Mental Disorder. New York: Raven Press.

    Google Scholar 

  • Holmes, T.H. and Rahe, R.H. 1967. “The Social Readjustment Rating Scale.”Journal of Psychosomatic Research 2, 213–18.

    Article  Google Scholar 

  • House, R.J. and Rizzo, J.R. 1972. “Role Conflict and Ambiguity as Critical Variables in a Model of Organizational Behavior.”Organizational Behavior and Human Performance 7 (June) 467–505.

    Article  Google Scholar 

  • James, L.R., Hartman, A., Stebbins, M.W., and Jones, A.P. 1977. “Relationships Between Psychological Climate and a VIE Model for Work Motivation.”Personnel Psychology 30 (Summer) 229–54.

    Article  Google Scholar 

  • Jones A.P., James, L.R., Bruni, J.R., Hornic, C.W., and Sells, S.B. 1977. “Psychological and Organizational Climate: Dimensions and Relationships.” Tech. Report 76–4, Fortworth: Texas Christian University, Institute of Behavioral Research (July).

    Google Scholar 

  • Kahn, R.L. and French, R.P., Jr. 1970. “Status and Conflict: Two Themes in the Study of Stress,” In McGrath J.E. (ed.),Social and Psychological Factors in Stress. New York: Holt, Rinehart, and Winston.

    Google Scholar 

  • Kahn, R., Hein, K., House, J., Kasl, S., and McLean, A. 1982. “Report on Stress in Organizational Settings.” In Elliott, G.R. and Eisdorfer, C. (eds.),Stress and Human Health. New York: Springer.

    Google Scholar 

  • Kahn, R.L. and Quinn, R.P. 1970. “Role Stress: A Framework for Analysis.” In McLean, A. (ed.),Occupational Mental Health. Chicago: Rand McNally.

    Google Scholar 

  • Kahn, R.L., Wolfe, D.M., Quinn, R.P., Snoek, J.D., and Rosenthal, R.A. 1964.Organizational Stress: Studies in Role Conflict and Ambiguity. New York: Wiley.

    Google Scholar 

  • Kaplan, H.B. 1983. “Psychological Distress in Sociological Context: Toward a General Theory of Psychosocial Stress.” In Kaplan, H.B. (ed.),Psychosocial Stress: Trends in Theory and Research. New York: Academic Press.

    Google Scholar 

  • Kennedy, C.W., Fossum, J.A., and White, B.J. 1983. “An Empirical Comparison of Within Subjects and Between Subjects Expectancy Theory Models.”Organizational Behavior and Human Performance 32, 124–32.

    Article  Google Scholar 

  • Kenny, D.A. 1975. “Cross-Lagged Panel Correlation: A Test for Spuriousness.”Psychological Bulletin 82 (November) 887–903.

    Article  Google Scholar 

  • Kerlinger, F.N. 1973.Foundations of Behavioral Research. Holt. Rinehart and Winston Inc.

  • Koch, J.L., Gmelch, W., Tung, R., and Swent, B. 1982 “Job Stress Among School Administrators: Factorial Dimensions and Differential Effects.”Journal of Applied Psychology 67 (August) 493–99.

    Article  Google Scholar 

  • Lichtman, C.M. and Hunt, R.G. 1971. “Personality and Organization Theory: A Review of Some Conceptual Literature.”Psychological Bulletin 76, 271–94.

    Article  Google Scholar 

  • Lawler, E.E., III 1970. “Job Attitudes and Employee Motivation: Theory, Research, and Practice.”Personnel Psychology 23 (Summer) 223–37.

    Article  Google Scholar 

  • Lowe, R. 1971. “Stress, Arousal, and Task Performance of Little League Baseball Players.” Unpublished doctoral dissertation, University of Illinois, Urbana.

    Google Scholar 

  • Lowe, R. and McGrath, J.E. 1971. “Stress, Arousal, and Performance: Some Findings Calling for a New Theory.” Project Report, AF 1161–67, AFOSR.

  • Marks, S.R. 1977. “Multiple Roles and Role Strain: Some Notes on Human Energy, Time, and Commitment.”American Sociological Review 42, 921–36.

    Article  Google Scholar 

  • Marshall, J. and Cooper, C. 1979.Executive Under Pressure, New York: Praeger Publishers.

    Google Scholar 

  • Maslach, C. 1976. “Burned Out.”Human Behavior 5 16–22.

    Google Scholar 

  • Maslach, C. 1981. “Understanding Burnout: Problems, Progress, and Promise.” Paper presented at the First National Conference on Burnout, Philadelphia (November).

  • McGrath, J.E. 1976. “Stress and Behavior in Organizations.” In Dunnette, M.D. (ed.),Handbook of Industrial and Organizational Psychology. Chicag o: Rand-McNally.

    Google Scholar 

  • Mitchell, T.R. 1974. “Expectancy Model of Job Satisfaction, Occupational Preference, and Empirical Appraisal.”Psychological Bulletin 81 (December) 1053–77.

    Article  Google Scholar 

  • Nadler, D.A. and Lawler, E.E., III 1979. “Motivation: A Diagnostic Approach.” In Steers, R.M. and Porter, L.W. (eds.),Motivation and Work Behavior. New York: McGraw-Hill.

    Google Scholar 

  • Nunnally, J. 1967.Psychometric Methods. New York: McGraw-Hill Book Co.

    Google Scholar 

  • Oliver, R.L. 1973. “Expectancy Theory Predictions of Salesmen's Performance and Determinants of the Motivational Antecedents.” Doctoral dissertation, University of Wisconsin, Madison.

    Google Scholar 

  • — 1974. “Expectancy Theory Predictions of Salesmen's Performance.”Journal of Marketing Research (August) 243–53.

    Article  Google Scholar 

  • — 1979. “Alternative Conceptions of Motivational Components in Expectancy Theory.” In Bagozzi, R.P. (ed.),Sales Management: New Developments from Behavioral and Decision Model Research. Boston: Marketing Science Institute.

    Google Scholar 

  • Palmer, S. 1981.Role Stress. Englewood Cliffs, NJ: Prentice-Hall, Inc.

    Google Scholar 

  • Pearlin, L.I. 1983. “Role Strains and Personal Stress.” In Kaplan, H.B. (ed.),Psychosocial Stress: Trends in Theory and Research New York: Academic Press.

    Google Scholar 

  • Pelz, D.C. and Andrews, F.M. 1964. “Detecting Causal Priorities in Panel Study Data.”American Sociological Review 29 (December) 836–48.

    Article  Google Scholar 

  • Peter, J.P. 1979. “Reliability: A Review of Psychometric Basics and Recent Marketing Practices.”Journal of Marketing Research 14 (February) 6–17.

    Article  Google Scholar 

  • Porter, L.W. and Lawler, E.E., III 1968.Management Attitudes and Performance. Homewood, IL: Richard D. Irwin.

    Google Scholar 

  • Rizzo, J.R., House, R.J., and Lirtzman, S.I. 1970. “Role Conflict and Ambiguity in a Complex Organization.”Administrative Science Quarterly 15 (June) 150–63.

    Article  Google Scholar 

  • Ross, C. and Mirowsky, J., II 1979. “A Comparison of Life Event Weighting Schemes: Change, Undesirability, and Effect-Proportional Indices.”Journal of Health and Social Behavior 20, 166–77.

    Article  Google Scholar 

  • Sells, E.B. 1963. “An Interactionist Looks at the Environment.”American Psychologist 18, 696–702.

    Article  Google Scholar 

  • Selye, H. 1976.The Stress of Life. New York: McGraw-Hill, Second Edition. Shapiro, B.P. 1977. Sales Program Management: Formulation and Implementation. New York: McGraw-Hill Book Co.

    Google Scholar 

  • Staw, B.M. 1977. “Motivation in Organizations: Toward Synthesis and Redirection.” In Staw, B.M. and Salancik, G.R. (eds.),New Directions in Organizational Behavior. Chicago: St. Clair Press 55–95.

    Google Scholar 

  • Strasser, H. 1981. “Physiological Measures of Mental Load.” In Corlette, E.N. and Richardson, J. (eds.),Stress, Work, and Productivity. New York: John Wiley and Sons.

    Google Scholar 

  • Swent, B., 1978. “An Exploratory Study of the Perceptions of Oregon School Administrators on Occupational Sources of Stress.” Unpublished doctoral dissertation, University of Oregon.

  • — 1983. “How Administrators Cope With Stress.”Theory Into Practice (Winter) 70–4.

    Article  Google Scholar 

  • Swent, B. and Gmelch W.H. 1977.Stress at the Desk and How to Creatively Cope. Oregon School Study Council.

  • Szilagyi, A.D. 1977. “The Empirical Test of Causal Inference Between Role Perceptions, Satisfaction With Work, Performance, and Organizational Level.”Personnel Psychology 30 (Autumn) 375–88.

    Article  Google Scholar 

  • Tache, J. and Selye, H. 1978. “On Stress and Coping Mechanisms.” In Spielberger, C.D. and Sarason, I.G. (eds.),Stress and Anxiety, Washington, D.C.: Hemispher Publishing Corporation.

    Google Scholar 

  • Teas, R.K. 1981. “An Empirical Test of Models of Salespersons' Job Expectancy and Instrumentality Perceptions.”Journal of Marketing Research 18 (May) 209–26.

    Article  Google Scholar 

  • Thoits, P.A. 1983. “Dimensions of Life Events That Influence Psychological Distress: An Evaluation and Synthesis of the Literature.” In Kaplan, H.B. (ed),Psychosocial Stress: Trends in Theory and Research, New York: Academic Press.

    Google Scholar 

  • Tyagi, P.K. 1982. “Perceived Organizational Climate and the Process of Salesperson Motivation.”Journal of Marketing Research 19, 240–54.

    Article  Google Scholar 

  • Vroom, V.H. 1964.Work and Motivation, New York: Wiley.

    Google Scholar 

  • Walker, O.C., Jr., Churchill, G.A., Jr., and Ford, N.M. 1977. “Motivation and Performance in Industrial Selling: Present Knowledge and Needed Reserch.”Journal of Marketing Research 14 (May) 156–8.

    Article  Google Scholar 

  • Weitz, J. 1970. “Psychological Research Needs on the Problems of Human Stress.” In McGrath, J.E. (ed.),Social and Psychological Factors in Stress, New York: Holt, Rinehart, and Winston.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. San Diego State University, San Diego, USA

    Pradeep K. Tyagi

Authors
  1. Pradeep K. Tyagi
    View author publications

    You can also search for this author in PubMed Google Scholar

Additional information

The author expresses his thanks to Thomas R. Wotruba of San Diego State University for his helpful comments on an earlier draft of this paper.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Tyagi, P.K. The effects on stressful organizational conditions on salesperson work motivation. JAMS 13, 290–309 (1985). https://doi.org/10.1007/BF02729721

Download citation

  • Issue Date:

  • DOI: https://doi.org/10.1007/BF02729721

Keywords

Search

Navigation