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) |
| Journal: | Industrial Marketing Management
1997 : MAY, VOL. 26:3, p. 255-269 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG |
| Language: | eng |
| Abstract: | Salespeople function within a climate characterized by fierce competition, bargaining with customers, uncertainty, rejection, and disappointment. Additionally, stressful situations arise between salespersonnel and between salespersonnel and their managers. Two areas that are potentially controllable from a sales management perspective and have stress implications are leadership substitutes and situational variables. This study examines these sets of variables as a possible means of reducing or better understanding a salesperson's stress with management. |
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