Abstract Salesperson job stress and job satisfaction have been identified as critical factors affecting job performance. Academic research suggests that sales managers can influence salesperson job stress and job satisfaction. Interestingly, a review of the sales literature finds very little research on the impact of sales leader humor usage on the stress and satisfaction of salespeople. Consequently, we explore how salespeople’s evaluation of their manager’s use of humor influences their individual levels of job stress and satisfaction. We investigate both the positive and negative roles of humor by analyzing the impact of salesperson evaluations of their managers’ use of affiliative and aggressive humor on their job stress and job satisfaction. Furthermore, we examine the mechanism by which these evaluations affect salesperson stress and satisfaction by identifying two critical mediating variables – social loneliness and willingness to cooperate. Using a sample of 299 professional salespeople, we empirically test this process model to find that affiliative humor usage by sales managers, as evaluated by salespeople, reduces social loneliness and stress for salespeople while also increasing followers’ acceptance of cooperation. Evaluations of aggressive humor, on the other hand, increase stress levels among salespeople. Both social loneliness and acceptance of cooperation, in turn, significantly affect job satisfaction.

中文翻译：

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这一切都很好？检验销售人员对领导幽默的评价对销售人员工作满意度和工作压力的影响

摘要 销售人员的工作压力和工作满意度已被确定为影响工作绩效的关键因素。学术研究表明，销售经理可以影响销售人员的工作压力和工作满意度。有趣的是，对销售文献的回顾发现很少有关于销售领导幽默使用对销售人员压力和满意度的影响的研究。因此，我们探讨了销售人员对其经理使用幽默的评价如何影响他们个人的工作压力和满意度水平。我们通过分析销售人员对其经理使用亲和和攻击性幽默对其工作压力和工作满意度的评估的影响，调查幽默的积极和消极作用。此外，我们通过确定两个关键的中介变量——社会孤独和合作意愿，研究了这些评估影响销售人员压力和满意度的机制。使用 299 名专业销售人员的样本，我们对该过程模型进行了实证检验，发现销售经理评估的亲和幽默使用减少了销售人员的社交孤独感和压力，同时也增加了追随者对合作的接受度。另一方面，对攻击性幽默的评价会增加销售人员的压力水平。社会孤独感和对合作的接受度反过来显着影响工作满意度。我们对这个过程模型进行了实证检验，发现销售经理使用亲和幽默，正如销售人员所评估的那样，减少了销售人员的社交孤独感和压力，同时也增加了追随者对合作的接受度。另一方面，对攻击性幽默的评价会增加销售人员的压力水平。社会孤独感和对合作的接受度反过来显着影响工作满意度。我们对这个过程模型进行了实证检验，发现销售经理使用亲和幽默，正如销售人员所评估的那样，减少了销售人员的社交孤独感和压力，同时也增加了追随者对合作的接受度。另一方面，对攻击性幽默的评价会增加销售人员的压力水平。社会孤独感和对合作的接受度反过来显着影响工作满意度。