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Direct Sales Personnel Personality Traits, Social Support To The Research On The Effects Of Coping Styles

Posted on:2012-07-20Degree:MasterType:Thesis
Country:ChinaCandidate:X Q ZhouFull Text:PDF
GTID:2245330395963914Subject:Psychology
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Coping strategies is the cognitive and behavioral means, methods and strategiesthat the individual purposefully take in the specific setbacks and pressure situation, inorder to alleviate the negative influence of setbacks and pressure. The direct sellerswill meet various problems in the process of facing consumer, their coping strategieswill affect their sale performance on one hand, and will influence the image of sellingenterprises and direct selling industry in the consumers’ mind, furthermore, and evenbecomes an important factor that influence the development of the direct sellingindustry. At present, the relative research in this domain is few,Therefore, thisresearch took406direct sellers as subject, used questionnaire method, appliedEysenck Personality Questionnaire(EPQ), Social Support Rating Scale(SSRS) byXiao Shuiyuan and Coping Strategies Questionnaire(CSQ) by Xiao Jihua asmeasurement, researched the effect of direct sellers’ personality trait and socialsupport on coping strategies, it draws the conclusions as the following:(1)There is a significant difference between different genders in neuroticism, themale direct sellers have more emotionality than female direct sellers; and there is asignificant difference among different age and ranks in psychoticism, when the directsellers’ age becomes older, and their rank becomes higher, their score of psychoticismbecomes lower, it means that they can care others more, understand others more, andhave more appetency.(2) There is a significant difference among different age, ranks, service year, andalso between different job natures in social support, the full-time direct sellers witholder age, higher rank, longer service year will acquire more social support.(3) There is a significant difference among different age, ranks, and betweendifferent levels of education in coping strategies, the direct sellers with older age,higher rank and higher level of education, they more inclined to take mature copingstrategies——problem-solving, help seeking.(4)This research shows that the extraversion-introversion factor of personalitytrait has significant positive correlation with the mature factor of coping strategies——problem-solving and help seeking, and has significant negative correlation with the immature factor of coping strategies——self-accusation; the neuroticism factor hassignificant positive correlation with the immature factor of coping strategies——self-accusation and retreat, has significant positive correlation with the mixed factor——rationalization; the psychoticism factor has significant negative correlation withthe mature factor of coping strategies——problem-solving and help seeking, and hassignificant positive correlation with the immature factor of coping strategies——self-accusation and retreat.(5)The gross score of social support has significant positive correlation with themature factor of coping strategies——problem-solving and help seeking, and hassignificant negative correlation with the immature factor of coping strategies——self-accusation and retreat.(6)Social support doesn’t have a immediate impact on coping strategies, yetpersonality trait is the intervening variable.
Keywords/Search Tags:direct sellers, personality trait, social support, coping strategies
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