Vertical Exchange and Salesperson Stress

Salespeople are susceptible to stress by the very nature of their job. Sales managers may be in a position to alleviate some of the causes of stress. This paper presents results from a study that examines the nature of Vertical Exchange relationships and stress. The findings indicate that the quality of exchange relationship does affect the level of felt stress and stress due to role conflict and role ambiguity. The influence of situational stressors is also affected by the quality of exchange relationship.