Relationship between optimism and coping strategies in the work environment.

The work environment is often stressful; however, the specific coping strategies used by individuals to deal with such stress have received limited attention. While the benefits associated with optimism have long been touted, little insight has been developed regarding the mechanism(s) that may contribute to optimists' superior job performance. It is possible that optimism is associated with higher performance because it influences the coping strategies used by salespeople. This possibility was addressed in a cross-sectional study of 101 salespeople. Dispositionally optimistic salespersons were observed to rely more on problem-focused coping strategies, while pessimists engaged in emotion-focused coping. But the specific coping tactics that emerged and the extent to which these tactics were used differed substantially from those which research conducted in other, nonsales settings would have predicted.