Porter, Stephen S.; Kraft, Frederic B.; Claycomb, Cindy
June 2003
Journal of Personal Selling & Sales Management;Summer2003, Vol. 23 Issue 3, p191
Academic Journal
The present study introduces the concept of a wellness lifestyle into the sales literature. In performing the role of an organizational boundary spanner, a salesperson may encounter an environment that generates a great deal of job stress. The stress-inducing situations are often broad in scope and influenced by multiple sources. Clarifying and expanding the knowledge of factors that influence salespersons' abilities to cope with their stressful environments is important to sales organizations. We explore the notion of a salesperson practicing a wellness lifestyle and its potential to positively influence the development of coping strategies and organizational outcomes. Research propositions are presented.


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