Research On The Relationship Among Role Stress, Organizational Commitment And Job Engagement Of Salespersons

As we know, the salespersons are contact directly with customers. They not onlyknow the customer’s requirements, but also allow customers to understand theenterprise. Sales work is directly related to the survival and development ofenterprises for bringing direct benefits, so every enterprise attaches great importanceto the sales staff.However, with the rapid development of our economy and theaccelerating process of economic globalization, enterprises are not only facingincreasingly complex market environment, but also survival pressure and competitivepressure. In order to meet changing customer needs, and promote the steadydevelopment, enterprises increase demands on the sales staff. So salespersons facemore and more role stress and it influences salespersons’ performance in some extent.In the study of work performance, many scholars have found that jobengagement has a positive effect on job performance. Kahn (1990) believed that whenan individual is exposed to high levels of job engagement, he put all his efforts intowork, so that he can achieve high performance.So job engagement and jobperformance should have a significant positive correlation. Bruce (2006) believes thatthere is a significant positive correlation between job engagement and jobperformance. Therefore, this research attempts to study the relationship between rolestress and job engagement, and provide some suggestions. According to the previousresearch on the role stress and job engagement, different scholars on the role stressand job engagement have different views, so the study adds the adjustment variable oforganizational commitment.This study researches on the relationship between role stress, organizationalcommitment and job engagement of salespersons using the method of questionnaire.This survey collects249valid questionnaires. After analyzing the data, theconclusions of this study are as follows:(1) There is a significant negative correlationbetween role ambiguity, role conflict, role overload and job engagement ofsalespersons.(2) When salespersons have the higher the level of organizational commitment, it weakens the relationship between role stress and job engagement;When salespersons have the higher the level of organizational commitment, itweakens the relationship between role conflict and job engagement; When the salesstaff have the higher the level of organizational commitment, it weakens therelationship between role ambiguity and job engagement; When salespersons have thehigher the level of organizational commitment, it weakens the relationship betweenrole overload and job engagement.