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The Journal of Applied Behavioral Science
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Perceptions of Role Stress by Boundary Role Persons: An Empirical Investigation

Raghu Tadepalli

North Dakota State University

Salespeople/professional change agents (PCAs) interact regularly with purchasing professionals/boundary role persons (BRPs) in marketing endeavors. This article proposes and tests a model of certain hitherto unexplored antecedents and consequences of role stress among BRPs. Empirical data are drawn from 345 BRPs responding to a mail questionnaire. Study findings suggest that important antecedents of role stress among BRPs include the customer orientation of PCAs and their use of closed-influence tactics as well as perceptions of task conflict and ambiguity by BRPs. As for the consequences of role stress, role ambiguity was found to negatively affect BRP satisfaction with a PCA. Further, role stress was found to have important consequences for BRP satisfaction with organizational policies. Implications for role theory and for future research are discussed.

The Journal of Applied Behavioral Science, Vol. 27, No. 4, 490-514 (1991)
DOI: 10.1177/0021886391274008
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