Leader crisis communication and salesperson resilience in face of the COVID-19: The roles of positive stress mindset, core beliefs challenge, and family strain

Tuan, Luu Trong

doi:10.1016/j.indmarman.2021.12.006

Cited by 29 publications

(20 citation statements)

References 119 publications

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“…Building resilience to potential disruptions has become one of the main challenges in improving the effectiveness and efficiency of industrial markets ( Blessley & Mudambi, 2022 ; Gölgeci & Kuivalainen, 2020 ; Sharma et al, 2020 ; Tuan, 2022 ). Given that DTs can help firms monitor and control their supply chains ( Shashia et al, 2020 ), existing studies primarily investigate the effect of specific DTs, such as big data analytics ( Papadopoulos et al, 2017 ) and blockchain technology ( Dubey et al, 2020 ), on a firm's resilience to supply chain disruptions.…”

Section: Discussionmentioning

confidence: 99%

Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic

Wang

et al. 2022

Industrial Marketing Management

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Section: Discussionmentioning

confidence: 99%

Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic

Wang

et al. 2022

Industrial Marketing Management

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“…Salesmanship merupakan gabungan antara kemampuan, kompetensi, pengalaman, usaha dan seni (Sopiah, 2016). Seorang tenaga penjualan dikatakan memiliki andil dalam menentukan kesuksesan penjualan dan keberhasilan perusahaan, karena tenaga penjualan merupakan sumber utama komunikasi antara pelanggan dengan perusahaan (Tuan, 2022).…”

Section: Gambar 1 Data Pertumbuhan Dana Pihak Ketigaunclassified

The Role of Trust as Mediation on Salesperson’s Expertise to Repurchase Intention

Oktavia

2023

JIE

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This study focuses on the role of salesperson in increasing repurchase intention. The purpose of this study is to analyze the direct effect of salesperson’s expertise on repurchase intention and its indirect influence through trust. The sample of this study is 140 customers of bank who have received special services from the salesperson and have some minimum deposit selected using probability sampling. The result of this study indicates that salesperson’s expertise has a significant effect on trust and repurchase intention. Trust acts as a partial mediator in the influence of salesperson’s expertise on repurchase intention, bit it acts as a complete mediator in the influence of salesperson’s likeability on repurchase intention.

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“…Moreover, the stress mindset will also affect the individuals’ resilience. Those salesmen who hold the stress-is-enhancing mindset had stronger resilience [ 22 ]. The stress-is-enhancing mindset enables individuals to construct the positive meaning of perceived work stress.…”

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

How Work Stress Impacts Emotional Outcomes of Chinese College Teachers: The Moderated Mediating Effect of Stress Mindset and Resilience

et al. 2022

IJERPH

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Based on the job demands-resources model and conservation of resource theory, this study investigated 456 Chinese college teachers’ work stress, stress mindset, resilience, emotional exhaustion, positive affect, and negative affect. The results of mediation analysis showed that resilience played a partial mediation role between work stress and emotional outcomes (emotional exhaustion, positive affect, and negative affect). Moreover, the results of a moderated mediation analysis showed that stress mindset moderated the relationship between work stress and resilience, and moderated the mediating effect of resilience between work stress and emotional outcomes (emotional exhaustion, positive affect, and negative affect). Specifically, work stress had a significant negative predictive effect on resilience when stress mindset is low (β = −0.54, p < 0.001); work stress could also negatively predict resilience when the stress mindset is high (β = −0.47, p < 0.001), but its effect decreased, and stress mindset negatively moderated the path between work stress and resilience. Finally, we discussed theoretical implications, practical implications, limitations, and future directions.

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Leader crisis communication and salesperson resilience in face of the COVID-19: The roles of positive stress mindset, core beliefs challenge, and family strain

Cited by 29 publications

References 119 publications

Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic

Digital technology deployment and firm resilience: Evidence from the COVID-19 pandemic

The Role of Trust as Mediation on Salesperson’s Expertise to Repurchase Intention

How Work Stress Impacts Emotional Outcomes of Chinese College Teachers: The Moderated Mediating Effect of Stress Mindset and Resilience

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