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- Title
When Stress Frustrates and When It Does Not: Configural Models of Frustrated versus Mellow Salespeople.
- Authors
Leischnig, Alexander; Ivens, Björn S.; Henneberg, Stephan C.
- Abstract
The purpose of this study is to elucidate the stress-strain relationship by examining compound causes of frustration in the workplace. Drawing on configuration theory, this article describes stress patterns, that is, configurations of role stressors and social stressors, and underlying frustration and its negation, that is, mellowness. In addition, this article describes potential sources of such frustration-stimulating stress patterns by examining constellations of employee and task characteristics. Based on a sample of 118 salespeople, the authors analyze the data using fuzzy-set Qualitative Comparative Analysis-an analytic method pertinent to describing configurational patterns of causal factors. The findings from this study indicate the coexistence of alternative patterns of stressors for frustration. In addition, the findings show that configurational patterns for frustrated salespeople are quite different from those characterizing mellow salespeople. In summary, knowledge of these constellations of stressors helps sales managers detect conditions that frustrate, and develop strategies to diminish these conditions in order to improve sales force performance.
- Subjects
PSYCHOLOGICAL stress; SALES personnel; WORK environment &; psychology; SOCIAL role; MANAGEMENT &; psychology; FRUSTRATION; PSYCHOLOGY
- Publication
Psychology & Marketing, 2015, Vol 32, Issue 11, p1098
- ISSN
0742-6046
- Publication type
Article
- DOI
10.1002/mar.20849