A model of financial securities salespersons’ job stress

doi:10.1108/08876049610119776

Paper

A model of financial securities salespersons’ job stress

Published Jun 1, 1996 · Daniel Montgomery, Jeffrey Blodgett, J. Barnes

Journal of Services Marketing

Q1 SJR score

110

Citations

4

Influential Citations

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Abstract

According to a recent study, one of the ten most stressful occupations in the USA is that of a financial services salesperson. Severe job stress has been linked to decreased satisfaction, commitment and productivity, and increased absenteeism, burnout and turnover. Aims to test a model of job stress in the financial services profession, focussing on two central sources of stress: individual characteristics and organizational factors. Based on a sample of 288 stockbrokers in nine mid‐south metropolitan areas, finds that the major determinant of job stress is role overload. Recommends that managers impart better time management skills to salespeople, and hire highly competent sales assistants to handle much of the routine work. In order to reduce role conflict and role ambiguity, suggests that sales managers grant salespeople a high degree of autonomy and provide a high level of constructive feedback.

Observational Study

Highly Cited

Study Snapshot

Role overload is the major determinant of job stress for financial services salespeople, and managers should teach time management skills, hire competent assistants, and provide high autonomy and constructive feedback to reduce stress.

PopulationOlder adults (50-71 years)

Sample size24

MethodsObservational

OutcomesBody Mass Index projections

ResultsSocial networks mitigate obesity in older groups.

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