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Stressors, leadership substitutes, and relations with supervision among industrial salespeople

Authors
Journal
Industrial Marketing Management
0019-8501
Publisher
Elsevier
Publication Date
Volume
26
Issue
3
Identifiers
DOI: 10.1016/s0019-8501(96)00093-4

Abstract

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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