Thriving on challenge stressors

By Markus Lien Gripnar og Kristoffer Sekse Kvam

8 January 2018 18:25

Thriving on challenge stressors

An empirical study of mediating and moderating effects on the relationship between challenge stressors and in-role performance.

The purpose of this study has been to get an overview of the relationship between salesperson challenge stressors and in-role performance. Challenge stressors refers to the salesperson’s perceived responsibility, work load and time pressure, whereas in-role performance refers to sales performance and customer satisfaction with salesperson. Furthermore, we investigated a moderated mediation model where the relationship between challenge stressors and in-role performance was mediated through salesperson constructive voice, and where the indirect effect was moderated by contact with beneficiaries. Constructive voice refers to the voluntary sharing of ideas and information, whereas contact with beneficiaries in this context refers to patients, customers and other people who benefit from the organizations products.

We find support for moderated mediation of the relationship between challenge stressors and customer satisfaction with the salesperson, and partial support for moderated mediation of the relationship between challenge stressors and sales performance. There are two main implications we want to highlight. First, challenge stressors have positive relationships with both in-role performance and constructive voice, which implies that a salesperson who experiences responsibility, high work load and time pressure will perform better and contribute with constructive ideas and information. Second, contact with beneficiaries moderates the relationship between challenge stressors and constructive voice, which implies that more contact with beneficiaries has a positive effect on the relationship. Our findings suggest that organizations need to embrace the potential positive effect of challenge stressors and facilitate contact with the organization’s beneficiaries. 

Markus Lien Gripnar og Kristoffer Sekse Kvam
Markus Lien Gripnar og Kristoffer Sekse Kvam