The Effect of Self-Efficacy on Salesperson Work Overload and Pay Satisfaction

Jay Prakash Mulki · Felicia G. Lassk · Fernando Jaramillo

107 citations0/0 files storedJournal of Personal Selling and Sales Management

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Job Satisfaction and Organizational Behavior Stress and Burnout Research Employee Performance and Motivation

Abstract

As the lines blur between when work ends and home life begins, employees, working longer hours and multitasking, increasingly report feeling overwhelmed by their work. This research note investigates the effect of work overload and self-effcacy on important job outcomes—capability rewards and pay satisfaction. Utilizing social cognitive theory, the job demands control model, and the psychological contract notion, this paper provides evidence that role stress and work overload mediate the effect of self-effcacy on capability rewards and pay satisfaction. An empirical study is presented that includes 138 responses from boat and marine products salespeople. Study results and future research are discussed.

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References

1981Evaluating Structural Equation Models with Unobservable Variables and Measurement Error 2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.1999Self-Efficacy: The Exercise of Control 1988Structural equation modeling in practice: A review and recommended two-step approach.1979Job Demands, Job Decision Latitude, and Mental Strain: Implications for Job Redesign 1978Self-efficacy: Toward a unifying theory of behavioral change 1996Power analysis and determination of sample size for covariance structure modeling.1995Testing Structural Equation Models.

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2011Workplace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link?2011Workplace isolation: salespeople and supervisors in USA 2016Project management self-efficacy as a predictor of project performance: Constructing and validating a domain-specific scale 2012Group influences of selling teams on industrial salespeople’s cross-selling behavior 2017Effects of frontline employee role overload on customer responses and sales performance

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