Antecedents of the salesman´s stress
Capítulo de Libro
2019
This research analyzes the effects of the Spanish financial situation on the sale-force’s stress. The empirical results, using a sample of 124 vendors, indicate that perceived uncertainty has a major effect on borne pressure and stress, due to the sellers’ awareness of the difficult circumstances and the few work opportunities
offered in the country. Moreover, other behavioral changes of Spanish companies influence the stress of salespersons; standing out is the perceived remuneration injustice as a result of the general salaries reduction and objectives based remuneration. In addition, in Spain, numerous hired sellers feel low job identification
since many of them have been educated in different areas and do not have a lot of experience; in turn, adding to higher levels of stress on the sellers. Esta investigación analiza los efectos de la situación financiera española en la fuerza de ventas. El estrés y los resultados empíricos, utilizan una muestra de 124 proveedores, arrojando una incertidumbre percibida con un efecto importante sobre la presión y el estrés, debido a la conciencia de los vendedores sobre las circunstancias difíciles y las pocas oportunidades de trabajo ofrecido en el país. Además, otros cambios de comportamiento de las empresas españolas.
Descripción:
10_ANTECEDENTS OF THE SALESMAN´S STRESS_Gonzálo Luna.pdf
Título: 10_ANTECEDENTS OF THE SALESMAN´S STRESS_Gonzálo Luna.pdf
Tamaño: 765.0Kb
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Título: 10_ANTECEDENTS OF THE SALESMAN´S STRESS_Gonzálo Luna.pdf
Tamaño: 765.0Kb
PDFLEER EN FLIP