The Study of Sales Personnel Pressure Source and Correlation of Felt Stress

• Main Authors: Kun-Yu Lee, 李昆育
• Other Authors: Wen-Hai Chih
• Format: Others
• Language: zh-TW
• Published: 2008
• Online Access: http://ndltd.ncl.edu.tw/handle/cuwa5j

碩士 === 國立東華大學 === 企業管理學系 === 96 === Although there are many research explore subjects related sales personnel’s pressure. But most of existing research focusing on the source of external pressure, and they put their emphasis on sales personnel’s role stress. Besides external source of sales personnel’s pressure, this study also to view the behavior of coercive sales tactics executed by sales personnel, which will make them to produce internal pressure. And also to view will sales personnel’s pressure influence on the customer’s decision-making process. In addition, regulation of emotional was added as modulate, to explore the relationship of sales personnel’s felt stress and customer’s manifest influence. And to make a description of sales personnel’s performance influence directly or indirectly by these constructs. This study distributed questionnaires by telephone and visit each company in person. There are 347 valid samples, which are younger and prime sales personnel. Female are more than male. Most of the level of education falls on college for professional training or university, the next is under junior high school. Both the tenure of office in an industry or at a company is 1 to 5 years. Through this study proof, it was founded role conflict have positive influence on physical stress and mental stress. However, Threats, promises, role ambiguity don’t have positive influence on physical stress and mental stress. And physical stress and mental stress have no negative influence on manifest influence. Regulation of emotional has no modulate effect on the relationship between physical stress to manifest influence and relationship between mental stress to manifest influence. This study proof shows sales personnel behavior of using coercive sales tactics and condition of role stress have no positive influence to their physical stress and mental stress. I suggest organization can provide on-the-job training to lower the influence comes from the behavior of using coercive sales tactics and role stress. On the other hand, organizations can set up intra-network so that sales personnel in organization can get information they needs anytime. Building intra-network can reduce sales personnel’s role stress. Moreover, to build up successful organization culture, so that we can encourage by colleagues, directors, or friends when sales personnel in organization face pressure conditions. Thus, sales personnel in organization can become a real team, and supported to each other when it is necessary. In order to reduce negative influence on sales personnel and rising sales personnel’s performance, organizations can provide pressure management course.