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
License
This work is licensed under a Creative Commons Attribution 4.0 International License.
Recommended Citation
Alnakhli, Hayam Qasem, "BETTER, BUSIER, OR STRESSED OUT? EXPLORING SOCIAL MEDIA-INDUCED TECHNOSTRESS IN A SALES CONTEXT" (2019). Marketing Dissertations. 38.
https://mavmatrix.uta.edu/marketing_dissertations/38
Comments
Degree granted by The University of Texas at Arlington