Research On The Relationship Among Challenge-hindrance Work Stress,Job Involvement And Sales Performance

With the advent of the Internet age,so that enterprises increasingly fast-paced,increasingly fierce competition.Salesmen,carryed important responsibilities,burdened with important and demanding sales targets,endured unimaginable work stress everyday.In recent years,there is a new perspective on the study of work stress,which can be called as a challenge-hindrance work stress.Challenge-hindrance work stress refers to which portions of the pressure can increase employee motivation,guide personal development called challenging pressure source;which will not bring growth and hinder achieve targets called hindrance pressure source.It is very necessary to study the influence of the two-dimensional work stress on the sales performance.Based on the findings of a review of domestic and foreign scholars,built a study among three variables mechanism,to challenge-hindrance work stress as the independent variable,job involvement as an intermediary variable,sales performance as the dependent variable,trying to explain the pressure the effect of the two-dimensional work stress on the sales performance of the salesmen,and explain what extent are the effects of job involvement.Seven main parts compose this thesis,and details are as follows:Chapter1,Introduction.Briefly introduced the research background and research object of this paper,puts forward related constructs and research methods,ideas,and illustrates the corresponding innovation.Chapter2;Relevant Theory Review.Based on the review of relevant research at home and abroad,this paper makes a brief review on the research of the related research on the challenge-hindrance pressure source,job involvement and sales performance,and puts forward a brief review.Chapter3,Research Hypothesis and Model.In this part,based on the research of the challenge-hindrance pressure source,job involvement and sales performance,this part discusses the internal mechanism and the related hypothesis and research model.Chapter4,Research Design.This paper introduces and analyses the research samples,and the measurement methods of the related research variables are selected.Chapter5,Data Analysis and Hypothesis Testing.According to the relevant data analysis software for data analysis and processing to determine the relationship between the various variables.Chapter6,Conclusion and Discussion,This part is based on the data analysis of the results of the above discussion,and draw the corresponding conclusion.Chapter7,Management Advice and Research Prospects,This paper from the two aspects of enterprises and individuals,is proposed to improve the sales performance of the strategy is to provide effective suggestions,and on the basis of the limitation of the paper and the future research direction is discussed.In this study,according to the study design,we made a total of seven hypothesis,collected 184 valid data,using SPSS and AMOS software for data analysis.Analysis methods include descriptive analysis,reliability and validity analysis,correlation analysis,regression analysis of the hypotheses tested,conclusion as below:(1)The challenge stressors have positive effects on job involvement and sales performance.(2)The hindrance pressure source has a negative impact on job involvement and sales performance.(3)Job involvement has a positive impact on sales performance.(4)Job involvement plays a role of full mediator in the relationship between the challenge-hindrance work stress and the sales performance.Based on the above conclusions,this study from the two aspects of enterprises and individuals,is proposed to improve the sales performance of the strategy is to provide effective suggestions,and pointed out the lack of research and future research directions.The innovation of this study can be summarized as follows:First,the application of challenging-hindrance pressure source is innovative.In the past,the research on pressure source mainly focused on the negative effect of pressure.In recent years,the research on pressure source has a new direction.The two-dimensional attribute of the source.In this paper,based on the impact of the challenge-hindrance pressure source on sales performance,the paper studies the effect of the challenge-blocking pressure source on the sales performance.Second,based on the review and collation of previous studies,based on resource conservation theory and work demand-control theory,we choose work input as mediator and construct the corresponding research model.Using scientific research methods to explore the challenge-hindrance pressure source is how to work through the investment performance of the differential impact of sales,once again verify the difference between the two sources of pressure.