Regulation of emotions, interpersonal conflict, and job performance for salespeople
Journal
Journal of Business Research
ISSN
0148-2963
Publisher
Elsevier
Date Issued
2015
Author(s)
Mulki, Jay Prakash
Jaramillo, Fernando
Goad, Emily A.
Rivera-Pesquera, Martha
Type
Resource Types::text::journal::journal article
Abstract
Careers in sales involve stress, which often translates to role stress that negatively impacts performance. To address this important issue, the present research examines an antecedent of stress, salespeople's regulation of emotions and the impact on organizational outcomes. Study findings show that salespeople's regulation of emotions is conducive to reducing interpersonal conflict and felt stress, which eventually leads to higher performance. Also, findings show the favorable effect of salespeople's ability to regulate emotions in reducing felt stress is stronger at higher levels of vertical collectivism. Study results are outlined along with managerial implications, which have especially important implications for organizations operating in emerging countries. ©Journal of Business Research
How to cite
Mulki, J. P., Jaramillo, F., Goad, E. A., & Pesquera, M. R. (2015). Regulation of emotions, interpersonal conflict, and job performance for salespeople. In Journal of Business Research (Vol. 68, Issue 3, pp. 623–630). Elsevier BV. https://doi.org/10.1016/j.jbusres.2014.08.009