| Summary: | 碩士 === 銘傳大學 === 管理科學研究所 === 87 === Salespeople often work in different role sets. Role conflict happens when focal person''''s role behaviors are difficult to fit role senders'''' expectations. Role ambiguity occurs when individuals lack clear expectations about their role, methods for fulfilling the role, and consequences associated with role performance. Thus, it''''s important to value the problem of role stress of salespeople for the business community. Moreover, salespeople''''s work-related effort would affect strongly individual or organizational performance. They are important tasks of how to increase the extent of organizational trust of salespeople, and promote good production and image of the company for managers in the intensive competition of insurance companies. Most prior studies about role stress neglected antecedents of role stress, so a purpose of the study is to specify it. This study also intends to probe the correlation between role stress and salespeople job attitude（job satisfaction and job stress） and by introducing work-related effort and trusting the organization as the mediator variables to clarify their true relationship.
The subjects of this study are mainly the 382 salespeople of the 24 Life-Insurance Companies in Taipei. The statistical methods are analysis of correlation, regression, and ANOVA. The result generally supports that feedback and formalization influence negatively perceived role stress. Furthermore, role clarification will promote job satisfaction and reduce job stress. Results also indicate the negative relationship between role stress and job satisfaction is relatively flatter for respondents with more work-related effort or trusting the organization.
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