Psychological Researches in Management

Psychological Researches in Management

Investigating the relationship between basic psychological needs, psychological hardiness and stress coping styles with the success of female sales managers

Document Type : Original Article

Authors
Abolfazl Hatami Varzaneh 1
Hossein Moeini 2
Mohaddese Heidari Meymeh 3
1 Assistant Professor, Department of Counseling, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran.
2 Associate Professor, Department of Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran.
3 Master of Business Management, Faculty of Humanities, Hazrat-e Masoumeh University, Qom, Iran.
10.22034/jom.2024.2033513.1224
Abstract
Purpose: The role of women in management, especially in sales, has gained increasing significance in modern organizations. Sales managers are crucial in driving organizational success, and understanding the psychological factors contributing to their career success is essential. This study explores the relationships between basic psychological needs, psychological hardiness, and stress coping styles with the career success of female sales managers in the Iranian insurance industry. The goal is to identify how these psychological factors predict the career success of women managers in a dynamic and demanding sales environment.
Design/Methodology/Approach: This research utilizes a descriptive-correlational design to examine the predictive relationships between the variables. The statistical population includes all female sales managers at Iran Insurance in Isfahan, and a sample size of 105 managers was determined using an available sampling method, based on Cochran’s formula. Data was gathered using standardized questionnaires to assess basic psychological needs, psychological hardiness, stress coping styles, and career success. The data analysis was conducted using SPSS24 software, employing descriptive statistics to summarize the data and inferential statistics, including Spearman’s correlation and multiple linear regression, to examine the relationships between the variables.
Findings: The study’s results show that psychological factors, such as basic psychological needs, psychological hardiness, and stress coping styles, are significant predictors of career success in female sales managers. Among the basic psychological needs, only the need for freedom was found to have a statistically significant positive relationship with career success. Other psychological needs, such as the need for love and belonging, survival, power, and fun, did not show significant correlations with success. Psychological hardiness, in all its dimensions (commitment, control, and challenge) was positively correlated with the success of female sales managers. The challenge dimension was the strongest predictor, suggesting that managers who view difficult situations as opportunities for growth are more likely to succeed. Regarding stress coping styles, only the problem-oriented coping style showed a significant positive relationship with success. Emotion-oriented and avoidance coping styles were not significantly correlated with success. Managers who adopt a problem-oriented approach tend to address stressors as solvable problems and actively work toward resolving them, leading to enhanced performance and career success.
Discussion and Conclusion: The findings offer valuable insights into the psychological factors influencing the career success of female sales managers. The need for freedom underscores the importance of autonomy and independence in career success, particularly in sales management. Female sales managers who perceive more freedom in decision-making and work processes tend to achieve greater success. Psychological hardiness also emerged as a key factor, with all its dimensions (commitment, control, and challenge) contributing to success. Managers with higher levels of hardiness can better cope with the pressures of the sales environment, perceiving challenges as opportunities rather than threats, maintaining control over their work, and staying committed to their goals despite obstacles. The findings highlight the importance of fostering psychological hardiness and mental toughness among sales managers, as these traits are strongly linked to performance and career success. In terms of stress coping styles, the results support the idea that problem-oriented coping is vital for managerial success. Female sales managers who use this approach manage the inherent stress of their roles more effectively, resulting in better performance. On the other hand, emotion-oriented and avoidance coping strategies do not contribute to success and may hinder performance by failing to address the underlying causes of stress. This research adds to the growing body of literature on career success and psychological factors by focusing on an understudied population (female sales managers in the insurance industry). It emphasizes the need to develop psychological hardiness and problem-oriented coping styles in women managers to improve their career outcomes. In conclusion, the study shows that basic psychological needs, psychological hardiness, and stress coping styles are important predictors of the success of female sales managers. By addressing these factors, organizations can support the career development of women in leadership roles, ultimately contributing to their long-term success and organizational growth.
Keywords
Basic psychological needs
Psychological hardiness
Stress coping styles
Career success

Subjects

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