Salespeople and Stress: The Moderating Role of Locus of Control on Work Stressors and Felt Stress

Abstract

This paper examines factors that contribute to salespersons’ feelings of stress. Common situational factors (job stressors) related to the sales job are examined for their contribution to the understanding of salesperson stress. Locus of control is examined as a moderator of the stressor - stress relationship. Implications for managers and researchers are presented.