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| Author: | Michaels, R. E. Day, R. L. Joachimsthaler, E. A. |
| Title: | Role stress among industrial buyers : an integrative model. |
| Journal: | Journal of Marketing
1987 : APR, VOL. 51:2, p. 28-45 |
| Index terms: | INDUSTRIAL PURCHASING ROLE THEORY MODELS MARKETING THEORY |
| Language: | eng |
| Abstract: | A causal model of antecedents and consequences of role stress in the industrial buying environment is developed. The model is tested in the industrial buying environment and managerial implications of the results are discussed. Questions relating to the generalization of the model across organizations of different sizes and across levels of responsibility within an organization are explored. It is suggested that an awareness of the nature and influence of role stress in the buying context can be of value to marketing professionals, especially sales representatives and marketing/ product managers. |
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