The Influence Of Role Stress On Salespeople’s Job Performance

At present,the competition in the sales market is fierce,and enterprises are in urgent need of transformation and development.As the backbone of improving performance and promoting transformation,salespeople are also facing many challenges.The concept of "development,sales is king" has also been implemented by the bank.Performance is a topic of great concern to both salespeople and organizations.After all,it is the most direct variable indicating the development of individuals and organizations.However,salespeople also face the role stress from various parties,which will have a certain impact on their performance.Based on Conservation of Resources Theory and Job Demand-Resource Theory Model,this study explores the mechanism of Role Stress on Job Performance of salespeople,focusing on the Surface Acting dimension of emotion labor and the role of Adaptive Selling Behavior.The research in this paper is divided into a cross-sectional study and a binary study.In Study 1,a pair of front-line sales staff of a state-owned bank conducted an anonymous online questionnaire survey,and 266 valid data were collected.A model was established,and SPSS and Mplus were used to verify the model.In Study 2,20 salespeople were interviewed semi-structurally and 12 salespeople were observed to conduct qualitative research analysis to support the model derivation in Study 1.Through study 1,the following conclusions are obtained:(1)Role Stress is positively correlated with Surface Acting,Surface Acting is positively correlated with Adaptive selling Behavior,and Adaptive Selling Behavior is positively correlated with Job Performance;(2)Adaptive Selling Behavior mediates the relationship between role stress and Job Performance;(3)Role Stress has an impact on Job Performance through the chain mediation of Surface Acting and Adaptive Selling Behavior.The qualitative analysis results of Study 2 verify Study 1 by sorting out the performance of mediating variables in the actual sales process,supporting the chain mediating role of Surface Acting and Adaptive Selling Behavior.Finally,this paper discusses the relationship between role Stress,Surface Acting,Adaptive Selling Behavior and Job Performance,as well as the mediating role of Surface Acting and Adaptive Selling Behavior,and provides practical guidance for its management practice,in order to promote the common development of salespeople and organizations.