A theory of role stress in boundary spanning positions of marketing organizations

• Published in: Journal of the Academy of Marketing Science Vol. 20; no. 2; pp. 155 - 164
• Main Author: Goolsby, Jerry R
• Format: Journal Article
• Language: English
• Published: Greenwich, Conn., etc JAI Press, etc 01.04.1992; Springer Nature B.V
• Subjects: Boundaries; Marketing; Organizational behavior; Roles; Stress; Studies; Theory
• ISSN: 0092-0703; 1552-7824
• DOI: 10.1007/BF02723455

In spite of the volume of research, the boundary spanning roles of marketing organizations continue to be plagued by the deleterious effects of role stress. A theory is developed that expands current theoretical frameworks used to investigate role stress impacts in marketing literature. Building upon advances in job stress research across several academic disciplines, a systematic framework is developed to promote empirical research in the area. The constructs and linkages developed are integrative and expansive and will allow for accurate explanations and predictions of role stress phenomena under empirical examination. The theory suggests that organizations should focus efforts on addressing stressors, once experienced, in addition to eliminating them. Organizations can affect the impacts of role stress by encouraging social support from managers and co-workers, designing prevention and intervention programs, and developing coping skills in workers.