Research On The Relationship Between Job Stress And Job Performance Of Salesmen

Job stress is an important factor that affects the job performance of salesman. By taking salesmen from all walks of life as the research object, five main sources of job stressors are selected, with the job performance as the response variable, and the perceived organizational support as the moderator variable between Job stress and job performance, the purpose of this study is to analyze the relationship between work stress and job performance as well as the moderating effect of perceived organizational support by empirical research method.As the basis of this research, this paper firstly reviews and summarizes the previous related studies, and then points out the progresses and inadequacies of the previous researches. This paper proposes a study framework on the influence that job stress gives to the job performance of salesmen, as well as the research hypothesis. Questionnaires and investigation are carried out in accordance with the model and hypothesis.On the construction of model, this paper describes the study in two stages:(1) Interview and analysis. By interviewing salesmen, this paper approximately sums up the questions that embody the variables in working milieu which lay the foundation for the modification of the questionnaire.(2) Empirical study. A questionnaire is designed and salesmen from different levels of all walks of life are surveyed. Based on the research of model and hypothesis, this paper uses SPSS15.0 as the tool to analyze the data after survey. The main statistical methods used in this part are Independent samples T-test, One-way ANOVA, Correlation Analysis and Regression Analysis in order to verify hypothesis. The main results are showed as follows:Firstly, according to the result of statistical analysis, sources of salesmen's job stress have two attributes of advantages and disadvantages. In which, favorable stress includes just one dimension-job itself, and unfavorable stress constitutes four dimensions, i.e. role perception and interpersonal relationships, organizational operation mechanism and leadership style, working condition and atmosphere and deficiency of its own ability and quality.Secondly, the perceived organizational support has active effect on the favorable stress and passive effect on unfavorable stress. Thus stress perception for salesmen can be improved by increasing the perceived organizational support. Finally, the perceived organizational support can, to some extent, moderate the relationship between the job stress and job performance. The perceived organizational support plays the role of buffer between the unfavorable stress and job performance.