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A model of financial securities salespersons’ job stress

Daniel Cameron Montgomery (Assistant Professor at Delta State University, Cleveland, Mississippi, USA.)
Jeffrey G. Blodgett (Management of Marketing Department, School of Business Administration, The University of Mississippi, Mississippi, USA)
James H. Barnes (Management of Marketing Department, School of Business Administration, The University of Mississippi, Mississippi, USA)

Journal of Services Marketing

ISSN: 0887-6045

Article publication date: 1 June 1996

3264

Abstract

According to a recent study, one of the ten most stressful occupations in the USA is that of a financial services salesperson. Severe job stress has been linked to decreased satisfaction, commitment and productivity, and increased absenteeism, burnout and turnover. Aims to test a model of job stress in the financial services profession, focussing on two central sources of stress: individual characteristics and organizational factors. Based on a sample of 288 stockbrokers in nine mid‐south metropolitan areas, finds that the major determinant of job stress is role overload. Recommends that managers impart better time management skills to salespeople, and hire highly competent sales assistants to handle much of the routine work. In order to reduce role conflict and role ambiguity, suggests that sales managers grant salespeople a high degree of autonomy and provide a high level of constructive feedback.

Keywords

Citation

Cameron Montgomery, D., Blodgett, J.G. and Barnes, J.H. (1996), "A model of financial securities salespersons’ job stress", Journal of Services Marketing, Vol. 10 No. 3, pp. 21-38. https://doi.org/10.1108/08876049610119776

Publisher

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MCB UP Ltd

Copyright © 1996, MCB UP Limited

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