Graduation Semester and Year

2019

Language

English

Document Type

Dissertation

Degree Name

Doctor of Philosophy in Marketing

Department

Marketing

First Advisor

B. Lawrence Chonko

Abstract

In this dissertation the "salesperson-technology environment interaction model" is deployed to explore the stress experienced by salespeople while using social media for work. Even though social media has numerous benefits for salespeople, an increasing number of salespeople perceive technology use as a source of stress, (i.e., technostress). Since such technostress can decrease employees' well-being (Tarafdar et al., 2015), it is important to understand what creates it. Drawing on the transaction based-model of stress (Lazarus, 1984) this dissertation investigates the direct effect of social media technology use as an antecedent of technostress, examines the stress imposed by the use of social media on role overload and work exhaustion, as well as the indirect effect on job satisfaction and turnover intention. Further, this research seeks ways to mitigate the negative impact of social media-induced technostress. This dissertation contributes to the technostress and sales literature by revealing that social media technology use such as using social media to prospect, to improve salesperson's relationship with customers, etc… exacerbates social media-induced technostress, which leads directly to role overload and work exhaustion, and indirectly causes lower job dissatisfaction and higher turnover intentions.

Keywords

Social media-induce technostress, Social media

Disciplines

Business | Marketing

Comments

Degree granted by The University of Texas at Arlington

Download

Included in

Marketing Commons

Share

COinS