74
Views
2
CrossRef citations to date
0
Altmetric
Original Articles

Factors influencing boundary spanner stress and subsequent managerial intervention: an exploratory investigation

Pages 269-284 | Published online: 09 Dec 2010

REFERENCES

  • Agarwal, S. (1993) Influence of formalization on role stress, organizational commitment, and work alienation of salespersons: a cross-national comparative study. Journal of International Business Studies 24(4), 715-39.
  • Ajzen, I. and Madden, T.J. (1986) Prediction of goal-directed behavior: attitudes, intentions, and perceived behavioral control. Journal of Experimental Social Psychology 22(5), 453-74.
  • Bagozzi, R.P. (1992) The self-regulation of attitudes, intentions, and behavior. Social Psychology Quarterly 55(2), 178-204.
  • Bagozzi, R.P. and Warshaw, RR. (1990) Trying to consume.Journal of Consumer Research 17(2), 127-40.
  • Beehr, TA. and Newman, J.E. (1978) Job stress, employee health, and organizational effectiveness: a facet analysis, model, and literature review. Personnel Psychology 31(4), 665-99.
  • Behrman, D.M. and Perreault Jr, W.D. (1984) A role stress model of the performance and satisfaction of industrial salespersons. Journal of Marketing 48(4), 9-21.
  • Brief, A.P., Schuler, R.S. and Van Sell, M. (1981) Managing Job Stress. Boston: Little, Brown and Company.
  • Brown, S.P. and Peterson, R.A. (1993) Antecedents and consequences of salesperson job satisfaction: meta-analysis and assessment of causal effects. Journal of Marketing Research 30(1), 63-77.
  • Churchill Jr, G.A. (1999) Marketing Research: Methodological Foundations, 7th edn. Orlando, FL: The Dryden Press.
  • Churchill Jr, G.A., Ford, N.M., Hartley, S.W. and Walker Jr, O.C. (1985) The determinants of salesperson performance: a meta-analysis. Journal of Marketing Research 22(2), 103-18.
  • Cooper, C.L. and Cartwright, S. (1994) Healthy mind; healthy organization - a proactive approach to occupational stress. Human Relations 47(4), 455-71.
  • Cooper, C.L. and Marshall, J. (1976) Occupational sources of stress: a review of the literature relating to coronary heart disease and mental ill health. Jonrnal of Occupational Psychology 49(1), 11-28.
  • Cooper, D.R and Emory, C.W (1995) Business Research Methods, 5th edn. Chicago, IL: Irwin.
  • Eisenhardt, K. (1989) Building theories from case study research. Academy of Management Review 14(4), 532-50.
  • Ferris, G.R., Frink, D.D., Galang, M.C., Zhou, J., Kacmar, K.M. and Howard, J.L. (1996) Perceptions of organizational politics: prediction, stress-related implications, and outcomes. Human Relations 49(2), 233-66.
  • Fishbein, M. and Ajzen, I. (1975) Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research. Reading, MA: Addison-Wesley.
  • Floyd, S.W. and Wooldridge, B. (1997) Middle management's strategic influence and organizational performance. Journal of Management Studies 34(3), 465-85.
  • Fontana, A. and Frey, J. (1994) Interviewing: the art of science. In N.K. Denzin and Y.S. Lincoln (eds) Handbook of Qualitative Research. London: Sage Publications, pp. 361-76.
  • Goolsby, J.R. (1992) A theory of role stress in boundary spanning positions of marketing organizations. Journal of the Academy of Marketing Science 20(2), 155-64.
  • Ivancevich, J.M. and Matteson, M.T. (1980) Optimizing human resources: a case for preventive health and stress management. Organizational Dynamics 9(2), 5-25.
  • Ivancevich, J.M. and Matteson, M.T. (1987) Organizational level stress management interventions: a review and recommendations. Journal of Organizational Behavioral Management 8(2), 229-48.
  • Ivancevich, J.M., Matteson, M.T., Freedman, S.M. and Phillips, J.S. (1990) Worksite stress management interventions. American Psychologist 45(2), 252-61.
  • Jackson, S.E. (1983) Participation in decision making as a strategy for reducing job-related strain. Journal of Applied Psychology 68(1),3-19.
  • Jemison, D.B. (1984) The importance of boundary spanning roles in strategic decision-making. Journal of Management Studies 21(2), 131-52.
  • Kahn, R. (1987) Work stress in the 1980s: research and practice. In J.C. Quick, R.S. Bhagat, J.E. Dalton and J.D. Quick (eds) Work Stress: Health Care Systems in the Workplace. New York: John Wiley and Sons, pp. 311-320.
  • Katz, D. and Kahn, R.L. (1966) The Social Psychology of Organizations. New York: Wiley Co.
  • Levi, L. (1972) Stress and Distress in Response to Psychosocial Stimuli. Elmsford, NY: Pergamon.
  • Liou, K. (1994) The effect of professional orientation on job stress. Review of Public Personnel Administration 14(1), 52-63.
  • Lysonski, S.J. (1985) A boundary theory investigation of the product manager's role. Journal of Marketing 49(1), 26-40.
  • Lysonski, S.J. and Johnson, E.M. (1983) The sales manager as a boundary spanner: a role theory analysis. Journal of Personal Selling and Sales Management 3(2), 8-21.
  • Lysonski, S.J. and Woodside, A.G. (1989) Boundary role spanning behavior, conflicts and performance of industrial product managers. Journal of Product Innovation Management 6(3), 169-84
  • McHugh, M. (1993) Stress at work: do managers really count the costs? Employee Relations 15(1), 18-32.
  • Malhotra, N.K., Hall, J., Shaw, M. and Crisp, M (1996) Marketing Research: An Applied Orientation. Sydney: Prentice Hall.
  • Maslyn, J.M. and Fedor, D.B. (1998) Perceptions of politics: does measuring different foci matter? Journal of Applied Psychology 84(4), 645-53.
  • Miles, M. and Huberman, A.M. (1994) Qualitative Data Analysis: An Expanded Sourcebook. Beverley Hills, CA: Sage Publications.
  • Murphy, L.R. (1984) Occupational stress management a review and appraisal. Journal of Occupational Psychology 57(1), 1-15.
  • Murphy, L.R. (1995) Managing job stress: an employee assistance/human resource management partnership. Personnel Review 24(1), 41-50.
  • Organ, D.W. (1971) Linking pins between organizations and environment Business Horizons 14(6), 73-80.
  • Parker, D.F. and DeCotiis, TA. (1983) Organizational determinants of job stress. Organizational Behavior and Human Performance 32(2), 160-77.
  • Ragin, C. (1987) The Comparative Method: Moving Beyond Qualitative and Quantitative Strategies. Berkeley, CA: University of California Press.
  • Schaubroeck, J., Ganster, D.C., Sime, W.E. and Ditman, D. (1993) A field experiment testing supervisory role clarification. Personnel Psychology 46(1), 1-25.
  • Schuler, R.S. (1980) Definition and conceptualization of stress in organizations. Organizational Behavior and Human Performance 25(2), 184-215.
  • Singh, J., Verbeke, W and Rhoads, G.L. (1996) Do organizational practices matter in role stress processes? A study of direct and moderating effects for marketing-oriented boundary spanners. Journal of Marketing 60(3), 69-86.
  • Strauss, A.L. and Corbin, J. (1990) Basics of Qualitative Research - Grounded Theory Procedures and Techniques. Newbury Park: Sage Publications.
  • Sumrall, D.A. and Sebastianelli, R. (1999) The moderating effect of managerial sales orientations on salespersons' role stress-job satisfaction relationships. Journal of Marketing Theory and Practice 7(1), 72-9.
  • Thompson, J.D. (1967) Organizations in Action. New York: McGraw-Hill Book Company.
  • Yin, R.K. (1984) Case Study Research: Design and Methods. Beverly Hills, CA: Sage Publications.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.