Stressors and job outcomes in sales: a triphasic model versus a linear-quadratic-interactive model

By S. Bhuian, B. Menguc, Rene Borsboom. 2005

150 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/b1aa441f61aa0b25ceafa3ef2463a07bbe601866

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Organizational Behavior and Human Resource Management

1. Fernando Jaramillo
2. Jay P. Mulki
3. James A. Roberts
4. L. Chonko
5. Douglas B. Grisaffe
6. P. Solomon
7. Mei‐Fang Chen
8. Chieh-Peng Lin

In Social Psychology

1. Fernando Jaramillo
2. Jay P. Mulki
3. James A. Roberts
4. Mei‐Fang Chen
5. Chieh-Peng Lin
6. Douglas B. Grisaffe
7. L. Chonko
8. Meredith E. David

In Sociology and Political Science

1. G. Lien
2. Fernando Jaramillo
3. P. Solomon
4. James A. Roberts
5. Mei‐Fang Chen
6. Chieh-Peng Lin
7. Jay P. Mulki
8. Meredith E. David

Citations in the corpus

• The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job Performance (2006, background): “Also, the structural model tested in this paper assumes linear associations among variables, when, in fact, second-order or thirdorder relationships as well as interactions may be present (cf. Bhuian, Menguc, and Borsboom 2005; Singh 1998).”
• Examining the Impact of Servant Leadership on Salesperson’s Turnover Intention (2009, methodology): “Research has largely relied on attitudinal and stress theories to explain salesperson’s turnover intention (e.g., Babakus et al. 1999; Bhuian, Menguc, and Borsboom 2005).”
• Examining the effects of role stress on customer orientation and job performance of retail salespeople (2007, background): “For example, some researchers ( Bhuian et al. , 2005”
• Modelling job stress as a mediating role in predicting turnover intention (2011, background): “In addition to decreased satisfaction, commitment, and productivity, severe dysfunctional job stress has been linked to increased turnover intentions and poor performance, which adversely impact a firm's bottom line (Bhuian, Menguc, & Borsboom, 2005 ; Caplan et al, 1975b ; Noblet, Rodwell, & Allis”
• Workplace isolation: salespeople and supervisors in USA (2011, methodology): “The scale purification process of retaining scale items with the highest factor loadings was used to increase the amount of common variance among the items (Peterson 2000 ; Lassk, Marshall, Cravens and Moncrief 2001 ; Bhuian, Menguc and Borsboom 2005 ).”