A Research On The Effects Of Proactive Coping Style, Role Stress And Personal Factors On Job Involvement Of Salespersons

The job stress of salespersons has a negative impact on their health and work performance significantly, which is becoming a very important issue in the field of stress management in organization. In order to set up corresponding strategies for improving the effectiveness of stress coping for salespersons and increasing their job involvement, the present study was designed to examine the effects of proactive coping style, role stress, and personal factors (proactive personality, self-efficacy) on job involvement. Three hundred salespersons from eleven enterprises participated in the survey, and several statistical methods, such as factor analysis, correlation analysis and path analysis, were used. The results showed that(1) Proactive coping showed a positive correlation to job involvement significantly, and it was a mediating variable through which proactive personality indirectly affected job involvement.(2) Role stress had no significant effect on salesperson job involvement.(3) Personal factors, proactive personality and salesperson self-efficacy had direct effects on job involvement.(4) Salesperson self-efficacy was a better predictor of job involvement than general self-efficacy.(5 ) Proactive personality showed a positive correlation to self-efficacy.(6 ) Job involvement showed a negative correlation to job burnout.