Coping with organizational role stress: Intrinsic motivational orientation, perceived role benefits, and psychological withdrawal

  • Susan M. Keaveney
  • James E. Nelson


Researchers have long recognized that individuals in stressful marketing roles find ways to cope with organizational role stress. This study examines the effects of three psychological coping strategies—intrinsic motivational orientation, perceived role benefits, and psychological withdrawal—in a model of organizational role stress. Results indicate that intrinsic motivational orientations reduce perceptions of role conflict and role ambiguity, and increase job satisfaction; that perceived role benefits positively influence job satisfaction; and that job dissatisfaction is the primary cause of psychological withdrawal. The study supports the importance of coping efforts in models of organizational role stress among marketing personnel.


Role Conflict Role Ambiguity Motivational Orientation Role Stress Coping Effort 
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Copyright information

© Academy of Marketing Science 1993

Authors and Affiliations

  • Susan M. Keaveney
    • 1
    • 2
  • James E. Nelson
    • 1
    • 3
  1. 1.the University of Colorado at BoulderUSA
  2. 2.the University of Colorado at DenverUSA
  3. 3.University of MinnesotaUSA

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