Coping Strategy Profiles Used by Salespeople: Their Relationships with Personal Characteristics and Work Outcomes

Abstract

Sales research to date has focused on coping styles as measured by problem-focused coping (PFC) and emotion-focused coping (EFC), but it has excluded time management perceptions and behaviors as ways of coping with stress (Srivastava and Sager 1999; Strutton and Lumpkin 1993). This study examines a coping model that integrates EFC, PFC, and time management behaviors in the rubric of a profile. The profile allows for practice of several coping behaviors simultaneously. Using data gained from salespeople, four tentative coping strategy profiles are developed and examined relative to personal characteristics and job outcomes. Study results suggest that salespeople who are able to better handle stress use time management behaviors more often in addition to using high levels of PFC and low levels of EFC.