Date of Award

1991

Document Type

Dissertation

Degree Name

Doctor of Philosophy (PhD)

Department

Marketing (Business Administration)

First Advisor

Joseph F. Hair, Jr

Abstract

This study examined the importance of two constructs--work relationships and job/home conflict--as potential mediators/moderators of the linkage between role conflict and role ambiguity with a variety of work outcomes in a salesforce setting. These outcomes include: sales performance, job satisfaction, emotional burnout, and propensity to leave. Results indicate that the relationships between these outcomes and the role variables are often mediated rather than direct. Implications for both researchers and practitioners are developed as well as a future research agenda.

Pages

257

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