Determinants and Outcomes of Salespeople's Coping Style
Description:
Some salespeople cope with the chronic stress that accompanies sales jobs better than others. That is, while all salespeople possess some ability for coping with job stress, some coping mechanisms work better than others. Thus, it is critically important to identify the coping mechanismwhich are associated with the most positive organizational outcomes (i.e., higher performance, increased retention). Research on the coping mechanisms of salespeople is in its exploratory stage. Increased knowled…
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Date:
August 1996
Creator:
Srivastava, Rajesh, 1964-
Partner:
UNT Libraries