Influence of personal characteristics on salespeople's coping style.

Abstract

Researchers are devoting efforts to developing and testing theory concerning how salespeople cope with job stress. To further understanding in that area, the present study evaluates the influence of four personal variables, locus of control, task based self-efficacy, continuance commitment, and social support relative to Problem Focused and Emotion-Focused coping styles. Findings suggest that salespeople who employ a Problem-Focused Coping (PFC) style possess a more internal locus of control and greater self-efficacy beliefs. None of the four personal characteristics variables were predictive of salespeople's use of Emotion-Focused Coping (EFC) style.