Abstract
The issue of whether salespeople cope with sales stressors in ways consistent with their personality characteristics remains largely unaddressed in the empirical literature. Should certain personality characteristics make salespeople more stress resistant, implications for the selection of sales candidates already possessing such characteristics or for the cultivation of such characteristics within existing salespeople could be developed. A framework is developed suggesting why salespeople with certain personality characteristics—those high on challenge, self-determination, and involvement in self and surroundings—may employ different coping strategies. Support for hypotheses was developed in a study that used a stratified random sample of 322 sales organizations. Salespeople high on challenge, self-determination, and involvement were found to use more problem-focused coping strategies.
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
