Clarification of the Meaning of Job Stress in the Context of Sales Force Research

Abstract

To hasten progress towards understanding the influence of job stress on salespersons' behavior, researchers and individuals in industry who work with researchers need a common base of understanding. A common base of understanding will allow researchers to better communicate research expectations and findings. The following discussion contributes to the base of understanding job stress by providing a theoretical perspective and definition of job stress. Pursuant to providing a base of understanding for job stress as it is experienced by salespeople, this discussion addresses problems that have occurred in the study of job stress; develops a multidimensional perspective for understanding job stress relative to related constructs; and defines job stress.