The Examination of the Relationship between Role Stress with Customer Orientation and Job Performance of Retail Salespeople

Subject Areas : Jounal of Marketing Management

A. H. Ebrahimy ¹ , M. Javadi ²

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Received: 2013-08-26 Accepted : 2013-08-26 Published : 2012-12-21

Keywords: Role stress, Role ambiguity, Role conflict, Selling orientation, customer orientation, job performance, Job Satisfaction,

Abstract :

 The present research aimed at the examination of the relationship between role stress (role conflict and role ambiguity) with customer orientation and job performance of retail salespeople. The programming and activities of a business meet the good result by the up port of sales. Perfect salesperson has certain specifications whose role is reflected in his/ her performance. The present study reports the result of an experiment designed to test the impact of the role stress in the home furniture market. The research method was survey and descriptive-causal and data was collected in Iran Furniture Market. The Sample size consisted of 273 subjects. The research results showed that there was a significant relationship between the role conflict and customer orientation which indicated the significant relationship between the role ambiguity and job performance and customer orientation in turn.