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Salespeople’s use of upward influence tactics (UITs) in coping with role stress

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Abstract

Researchers’ attentions have recently focused on how salespeople cope with role stress. This study focuses on salespersons’ use of six upward influence tactics (UITs) with the immediate sales manager, and how salespeople use UITs to lessen the impact of two role stressors (perceived role conflict and role ambiguity) associated with the sales job. The study also evaluates the potential moderating role of UITs on relationships between role stress and manager satisfaction and propensity to leave. Analysis of data gathered from a heterogeneous sample revealed differences in use of UITs between salespeople classified as either high or low in role stress. Salespeople who perceive high role conflict employ assertiveness and upward appeal UITs more frequently. Salespeople who perceive high role ambiguity use exchange and coalition-building UITs more frequently. Results also suggest that salespersons’ use of assertiveness and ingratiation UITs exacerbate relationships between perceived role ambiguity and two outcomes: satisfaction with supervisor and propensity to leave. Implications of the study findings for sales managers are reviewed, as are implications for further research.

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Authors and Affiliations

  1. Arkansas State University, USA

    Sarath A. Nonis

  2. University of North Texas, USA

    Jeffrey K. Sager

  3. the University of Michigan-Dearborn, USA

    Kamalesh Kumar

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  1. Sarath A. Nonis
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  2. Jeffrey K. Sager
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  3. Kamalesh Kumar
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Additional information

His research interests are in the areas of personal selling and sales management. His work has appeared inJournal of Education for Business, Journal of Marketing Theory and Practice, and various national and international conference proceedings.

Jeffrey K. Sager, Ph. D., conducts research in the areas of salesperson turnover and job stress. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, andJournal of Business Research.

His research interests are in the fields of strategic management and organizational behavior. His research has been published in theAcademy of Management Journal, Journal of Applied Psychology, and several other journals.

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Nonis, S.A., Sager, J.K. & Kumar, K. Salespeople’s use of upward influence tactics (UITs) in coping with role stress. JAMS 24, 44–56 (1996). https://doi.org/10.1007/BF02893936

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