Supervisory Behavior, Role Stress, and the Job Satisfaction of Industrial Salespeople
研究销售监督行为如何影响销售人员的角色压力和工作满意度，发现领导关怀、结构启动、参与和反馈与角色压力相关，角色冲突、组织沟通、领导关怀和结构启动是工作满意度的重要预测因素。
Structural equation analysis was used to replicate and extend previous salesforce role stress research by testing hypotheses about the relationships among sales supervisory behavior, salesforce role stress, and salesforce job satisfaction. On the basis of previous research, four supervisory behavior variables were hypothesized to be related to salesforce role stress—leader consideration, initiation of structure, participation, and feedback. The results indicate sales supervisory behavior is related to salesforce perceptions of role stress. In addition, the estimates indicate role conflict, organizational communication, leader consideration, and leader initiation of structure are significant predictors of salesforce job satisfaction.