The Impact of Time Congruity on Salesperson’s Role Stress: A Person–Job Fit Approach

AbstractOne way organizations can sustain a competitive advantage is by better understanding the antecedents of role stress and reducing it for current and future salespeople. This paper introduces how salespeople's individual time personalities, their job time personalities, and the person–job fit concept can be used to create time congruity and enhance an organization's recruiting strategies. A general proposition and research methodology are offered for future research. Managerial implications are provided that suggest how management can assess time congruity within their organization and strive to achieve it in the future. Additional informationNotes on contributorsWilliam A. WeeksWilliam A. Weeks (DBA, Indiana University), Professor of Marketing, Hankamer School of Business, Keller Center for Professional Selling, Baylor University, bill_weeks@baylor.edu.Christophe FournierChristophe Fournier (Ph.D., Montpellier II University), Professor of Marketing, Montpellier I University CR2M, Institut des Sciences du Management et de l'Entreprise, christophe.fournier@univ-montp1.fr.