| Abstract: | The American economy has moved into a post-industrial society, where the main focus is now on the provision of services and the creation of knowledge rather than the manufacturing of material goods. In this context, the current project examines the job experiences of sales workers in this new economy. Based on a survey of a large Midwest sales firm, we examine the influence of various individual and work-related characteristics on four negative reactions: work dissatisfaction, lack of organizational commitment, work stress, and life stress. The study also assesses the impact on these outcomes from three theoretical perspectives: the Importation Model, the Work Role-Occupational Socialization Model, and the Work-Family Spillover Model. Using OLS regression, the analyses revealed three major conclusions. First, individual characteristics, including being a woman, had little impact on work reactions, lending little support for the Importation Model. Second, work-role experiences, particularly supervisory support and role overload, shaped job-related reactions consistent with the Work Role-Occupational Socialization Model. And third, when the intersection of work and family was examined, spillover effects were mainly confined to feelings of work and life stress, giving partial support for the Work-Family Spillover Model. This indicates that although they generally do not reduce employees' commitment to or satisfaction with their careers, family-related factors do impact levels of stress that workers endure. |
