Role Stress among Industrial Buyers: An Integrative Model

1987 ◽  
Vol 51 (2) ◽  
pp. 28-45 ◽  
Author(s):  
Ronald E. Michaels ◽  
Ralph L. Day ◽  
Erich A. Joachimsthaler
Keyword(s):  
Role Theory ◽  
Role Stress ◽  
Integrative Model ◽  
Buyer Behavior ◽  
Sales Representatives ◽  
Large Sample ◽  
Research Perspectives ◽  
Antecedents And Consequences

Research perspectives from role theory are examined with a large sample of purchasing professionals in an effort to increase understanding of industrial buyer behavior and the buying environment. An integrative model of the antecedents and consequences of role stress fits the data well. The results suggest that an awareness of the nature and influence of role stress in the buying context can be of value to marketing professionals, especially sales representatives and marketing/product managers.

A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons

1984 ◽  
Vol 48 (4) ◽  
pp. 9-21 ◽  
Author(s):  
Douglas N. Behrman ◽  
William D. Perreault
Keyword(s):  
Job Performance ◽  
Role Conflict ◽  
Role Ambiguity ◽  
Role Stress ◽  
Integrative Model ◽  
Sales Managers ◽  
Industrial Firms ◽  
Proposed Model ◽  
Antecedents And Consequences ◽  
Job Performance And Satisfaction

This research proposes an integrative model of the antecedents and consequences of salesforce role stress, with particular emphasis on two outcomes important to sales reps and firms alike: salesforce performance and satisfaction. Drawing on data from 196 sales representatives for five major industrial firms, the linkages in the proposed model are tested with path analysis procedures. The model is sufficiently comprehensive that it provides a basis to replicate and extend, in one study, much of the key research on the sales representative's role environment, especially as it relates to role conflict, role ambiguity, and their relationships with job performance and satisfaction. Implications of this research for sales managers and researchers in the sales area are given.

scholarly journals Antecedents and Consequences of Digital Shadow Work in Mobile Shopping Apps Context

2021 ◽  
Vol 13 (14) ◽  
pp. 7697
Author(s):  
Sung Yul Ryoo ◽  
Sang Cheol Park
Keyword(s):  
Structural Equation ◽  
Information Overload ◽  
Integrative Model ◽  
Equation Modeling ◽  
Structural Components ◽  
Mobile Shopping ◽  
Antecedents And Consequences ◽  
Digital Shadow ◽  
The Relationship ◽  
System Feature

Shadow work continues to witness a significant uptick in the context of mobile shopping. Therefore, we question whether shadow work perceived by mobile shoppers may become a bigger problem, create fatigue for mobile shoppers, and lead them to discontinue the use of mobile shopping apps. This study examines the relationship between shadow work and the discontinuance of mobile shopping apps. Data from a total of 266 completed surveys were collected by a market research firm. We adopted partial least squares structural equation modeling (PLS-SEM) to assess both the measurement and structural components of the model. The results show that both information overload and system feature overload positively influence individuals’ shadow work. This study explores the concept of shadow work in the context of mobile shopping apps. Specifically, the study developed the relationships between the antecedents and consequences of shadow work in the mobile shopping context. The main contribution of our study is that it introduces an integrative model of shadow work in the mobile shopping context, highlighting the importance of shadow work.

Development of the Perceived Multiple Role Stress Scale (PMRS)

2001 ◽  
Vol 9 (2) ◽  
pp. 163-180 ◽  
Author(s):  
Eileen Gigliotti
Keyword(s):  
Role Conflict ◽  
Role Theory ◽  
Role Stress ◽  
Intervention Strategies ◽  
Multiple Role ◽  
Stress Scale ◽  
Student Role ◽  
Emotional Role ◽  
Correlated Factors ◽  
Item Scale

Assessment of women’s perception of multiple-role stress arising from occupancy of the maternal and student role is crucial if we are to engage in prevention and intervention strategies. Existing measures do not fully address the components of multiple role stress in this population: emotional role ambiguity, person-role and inter-role conflict. This article describes the development of the Perceived Multiple Role Stress Scale (PMRS) which was derived from Kahn, Wolfe, Quinn and Snoek’s (1964) systems-based role theory. The 8-item, 3-factor PMRS measures multiple role stress in women who are both mothers and students. Review of the PMRS by role stress and women’s roles experts supported content validity. Construct validity was supported in three phases over a five-year period. It is recommended that the three correlated factors be used as one eight-item scale. The internal consistency for the PMRS was .86.

Role Stress among Industrial Buyers: An Integrative Model

1987 ◽  
Vol 51 (2) ◽  
pp. 28 ◽  
Author(s):  
Ronald E. Michaels ◽  
Ralph L. Day ◽  
Erich A. Joachimsthaler
Keyword(s):  
Role Stress ◽  
Integrative Model

scholarly journals Maternal Postpartum Role Collapse as a Theory of Postpartum Depression

2015 ◽  
Author(s):  
Linda Amankwaa
Keyword(s):  
African American ◽  
Postpartum Depression ◽  
African American Women ◽  
Symbolic Interactionism ◽  
Role Theory ◽  
Role Strain ◽  
Role Stress ◽  
Maternal Role ◽  
Traditional Role ◽  
American Women

The purpose of this paper is to discuss the development of a theory of maternal postpartum role collapse. The influences of traditional role theory and symbolic interactionism are presented. The development of the maternal postpartum role collapse theory emerged from the study of postpartum depression among African-American women (Amankwaa, 2000). Major components of the theory of postpartum maternal role collapse consist of role stress, role strain, and finally role collapse. A discussion of the extension of role theory to role collapse as it is related to the postpartum mother is offered as an explanation of postpartum depression.

scholarly journals The Burnout of Informal Caregivers: Contemporary Perceptions and Research Perspectives

2021 ◽  
Vol 29 (1) ◽  
pp. 149-164
Author(s):  
V.V. Bocharov ◽  
A.M. Shishkova
Keyword(s):  
Empirical Studies ◽  
Informal Caregivers ◽  
Chronically Ill ◽  
Assessment Tools ◽  
Integrative Model ◽  
Research Perspectives ◽  
Fundamental Possibility ◽  
Main Components ◽  
Chronically Ill Patients ◽  
Emotional Burnout

The central theme of the paper is the fundamental possibility of using the theoretical construct of burnout in relation to relatives caring for chronically ill patients. Based on the overview of contemporary literature and the results of our empirical studies, we show that the concept of burnout differs from the concept of burden widespread in clinical psychology. One of the most relevant models for studying burnout of relatives taking care of chronically ill patients proves to be the Informal Caregiving Integrative Model (ICIM). ICIM is based on the Model of Career Stress and Burden and Job Demands-Resources Model. Analysis of the main components of ICIM (determinants, mediators, specific outcomes, general outcomes) and their circularity interactions shows the multifaceted nature of informal caregivers’ burnout. We conclude that further development of the conceptual framework and appropriate assessment tools for studying the emotional burnout of informal caregivers is necessary.

scholarly journals On trading off labor and leisure: A process model of perceived autonomy and opportunity costs

2019 ◽  
Author(s):  
Sarah Rom ◽  
Maayan Katzir ◽  
Kathi Diel ◽  
Wilhelm Hofmann
Keyword(s):  
Process Model ◽  
Autonomous Motivation ◽  
Causal Chain ◽  
Integrative Model ◽  
Opportunity Costs ◽  
Mediation Analyses ◽  
Alternative Action ◽  
Antecedents And Consequences ◽  
The Individual ◽  
Subjective Sensation

Why do certain tasks and activities feel effortful, and, ultimately, result in task disengagement? To answer this question, we connected and extended prior work on labor/leisure tradeoffs, autonomy, opportunity costs, effort, and task utility into an integrative model of the antecedents and consequences of perceived opportunity costs, defined as the perceived costs of missing out on a tempting alternative action. Using both an experimental causal chain approach (Experiments 1-3) as well as a large experience sampling study (Nobs = 9,994), we found that activities that were low in autonomy predicted opportunity costs, and that opportunity costs, in turn, positively predicted feelings of effort and negatively predicted task utility. Mediation analyses supported the process model. Finally, using a novel dropout-paradigm, Experiment 5 provided evidence that opportunity costs are causally related to task disengagement. Our findings suggest that opportunity costs may play a non-negligible role in creating the subjective sensation of effort and in guiding task choice. Moreover, they provide a conceptual bridge to autonomous motivation which may shield the individual from the perception that he/she may have better things to do.

Antecedents and consequences of role stress of retail sales persons

2000 ◽  
Vol 7 (2) ◽  
pp. 65-75 ◽  
Author(s):  
Martin Wetzels ◽  
Ko de Ruyter ◽  
Josée Bloemer
Keyword(s):  
Role Stress ◽  
Retail Sales ◽  
Antecedents And Consequences

scholarly journals Expanding the Role Repertoire While Aging: A Drama Therapy Model

2021 ◽  
Vol 12 ◽  
Author(s):  
Shoshi Keisari
Keyword(s):  
Personal Growth ◽  
Social Engagement ◽  
Group Process ◽  
Life Stories ◽  
Role Theory ◽  
Life Story ◽  
Therapeutic Process ◽  
Drama Therapy ◽  
Integrative Model ◽  
Group Relationships

Drama therapy has been found to improve various facets of mental health while aging. It provides opportunities for personal growth and creative expression and enhances group relationships. Drama therapy is a widely acknowledged way to explore the life stories in late life. However, only a handful of studies have empirically explored the value of drama therapy for the aging population. This conceptual analysis was designed to address this need by developing a new integrative model of drama therapy. The analysis is based on the review of the results of four studies that explored the integration of life-review and playback theater as a drama therapy approach for older adults. The therapeutic process focused on the exploration of life-crossroads stories, a short unique technique which enables the participants to craft a harmonious view of their life stories in a short-term dramatic creative group process. Combining the four results yielded a multidimensional model which points to three potential transformative routes: the evolution of the life story, the evolution of improvised dramatic expression, and the expansion of social engagement. The transformative routes are described through the lens of role theory in drama therapy.

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