Role Stress--Physical Stress--Coping--Anxiety

January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p79
Academic Journal
This article discusses several articles related to the problems of role stress and physical stress in salespeople. According to the article "Stressors, Leadership Substitutes and Relations With Supervision Among Industrial Salespeople," by Richard S. Lapidus, James A. Roberts and Lawrence B. Chonko, personal selling by its very nature can be a very stressful job. The person that has the greatest opportunity to heighten or reduce the job related stress of the salesperson is the sales manager. The results of the study suggests that one stressor, inter-uint conflict, and two substitutes for leadership spatial distance from the supervisor and organization formalization are positively related to stress levels experienced by salespeople with their supervision. According to the article "The Effects of Environmental Dynamism and Heterogeneity on Salespeople's Role Perceptions, Performance and Job Satisfaction," by Ravipreet Sohi, published in the European Journal of Marketing, diversity and variability in the external/task environment of salespeople is investigated through the development and testing of a structural equations model.


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