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.
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