Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters?

Abstract

The literature identifies several stressors (e.g., role ambiguity, role conflict) that have a detrimental effect on salesperson well-being and performance. One such stressor—salesperson insecurity– has been largely neglected in the literature and is the focus of this research. Specifically, taking a combined phenomenology and grounded theory approach, this study provides insight into the multi-faceted nature of salesperson insecurity and the process through which it emerges. The findings reveal that salesperson insecurity is a potent work stressor that results when cognitive and affective responses to felt discomforts cannot be reconciled with past beliefs and experiences. Managerial implications are discussed.