STRESSORS, LEADERSHIP SUBSTITUTES, AND RELATIONS WITH SUPERVISION AMONG INDUSTRIAL SALESPEOPLE

Authors
LAPIDUS RS ROBERTS JA CHONKO LB
Citation
Rs. Lapidus et al., STRESSORS, LEADERSHIP SUBSTITUTES, AND RELATIONS WITH SUPERVISION AMONG INDUSTRIAL SALESPEOPLE, Industrial marketing management, 25(5), 1996, pp. 395-409
Citations number
75
Categorie Soggetti
Management,Business
Journal title
Industrial marketing management → ACNP
ISSN journal
00198501
Volume
25
Issue
5
Year of publication
1996
Pages
395 - 409
Database
ISI
SICI code
0019-8501(1996)25:5<395:SLSARW>2.0.ZU;2-#
Abstract
Situational stressors and substitutes for leadership and their relatio nship to stress with boss were examined in a study of salespeople empl oyed by industrial distributors. The stressor, interunit conflict, and the substitutes for leadership, organization inflexibility, organisat ion 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.