A Model of the Determinants and Outcomes of Salespeople’s Coping Style

摘要: The study examines relationships between salespeople’s psychological constructs, coping style, and severalstress-related performance outcomes. proposed model of determinants outcomes salespeople’scoping style was developed analyzed in light the need to advance knowledge regarding how salespeoplecope with chronic job stress. Separate networks exist for PFC EFC. Use ofPFC appears be facilitated by a clearer understanding one’s role (increased clarity) along ahigher level confidence skills (self-efficacy). Furthermore, has direct impact on andlife satisfaction. Salespeople’s use EFC apparently is driven an external focus seeking supportfrom friends coworkers. Also, stress perceptions arising from perceived conflict contribute ofEFC. EFC, moreover, conduces burnout, depression, dissatisfaction. Managerial researchimplications are offered.