Predicting sales performance, job satisfaction, and depression by using the Achievement Strivings and Impatience-Irritability dimensions of Type A behavior.

Abstract

Recent research suggested that two dimensions of Type A behavior, namely, Achievement Strivings (AS) and Impatience-Irritability (II), differentially predict physical health and performance outcomes. The present study extends this research and examines whether AS and II differentially predict work performance (number of insurance policies sold), work attitudes (job satisfaction), and depression in a sample of 117 life insurance salespersons. As hypothesized, after statistically controlling for relevant biographical variables and II, AS predicted the number of policies sold and job satisfaction but was not related to depression. After partialing out the effect of relevant biographical variables and AS, II was associated with depression but not with the number of policies sold. In addition, controlling for the same variables, II was negatively associated with job satisfaction. Implications for the prediction of sales performance, job satisfaction, and depression, and interventions designed to decrease the negative consequences of Type A by reducing II but not AS, are discussed.

Type A Behavior, Work Outcomes and Psychological Well-Being: Achievement Striving Versus Impatience

“…The present study replicates the Day and Jreige (2002), Bluen, Barling and Burns (1990) and Hallberg, Johansson and Schaufeli (2006) investigations using the same measures of AS and II but different job demands and work and well-being outcomes in a different sample. Five hypotheses were considered.…”

“…For example, Bluen, Barling and Burns (1990), in a study of 117 life insurance salespersons, examined the relationship of AS and II and job performance (number of policies sold), work attitudes (job satisfaction) and depression.…”

Workplace spirituality and job satisfaction

“…The personality variables which have been found to be related to job satisfaction include an individual ' s self-esteem (which refers to the extent to which an individual has a positive or a negative view of himself or herself) (Locke, 1976), coping with stress (Scheier et al, 1986), locus of control (which refers to an individual ' s perception of the source of his or her destiny) (Stout et al, 1987;Surrette & Harlow, 1992), patience or tolerance (Bluen et al, 1990), and social trust (Liou et al, 1990). Most of these personality traits are regarded as indicative of people experiencing well-being.…”

Relationship between organisational justice and organisational citizenship behaviour: Examining the mediating role of job satisfaction

“…Increased job satisfaction together with effective training has the potential to contribute significantly to the bottom line of any organization. Furthermore, as job dissatisfaction causes anxiety (Spector et al, 1988), depression (Bluen et al, 1990), lower affective organizational commitment (Meyer et al, 2002), poorer in-role performance (Judge et al, 2001), and contextual performance (Podsakoff et al, 2000), ignoring job satisfaction may be detrimental to organizational effectiveness. Therefore, it is recommended that organizations implement policies and practices that augment job satisfaction.…”