search query: @author Roberts, J. A. / total: 5
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| Author: | Lapidus, R. S. Roberts, J. A. Chonko, L. B. |
| Title: | Stressors, leadership substitutes, and relations with supervision among industrial salespeople (Sales Management; Arbeitsstress; Verkaufsorganisation) |
| Journal: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 395-409 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, ARBEITSSOZIOLOGIE, BETRIEBSKLIMA |
| Language: | eng |
| Abstract: | Situational stressors and substitutes for leadership and their relationship to stress with boss were examined in a study of salespeople employed by industrial distributors. The stressor, interunit conflict, and the substitutes for leadership, organization inflexibility, organization formalization, and spatial distance from supervisor were found to be significantly related to a salesperson's perception of stress with boss. Managerial implications and future research directions are also discussed. |
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