THE RELATIONSHIP OF SPAN OF CONTROL TO SALES REPRESENTATIVES' EXPERIENCED ROLE CONFLICT AND ROLE AMBIGUITY.

1 June 1982

journal article
Published by Academy of Management in The Academy of Management Journal

Vol. 25 (2) , 452-456
https://doi.org/10.2307/256004

Abstract

The article investigates the relationships of span of control to the role conflict and role ambiguity experienced by the sales representatives. Role conflict and role ambiguity are important variables affecting organizational behavior. It examines whether sales representatives' experienced role conflict will decline as span of control widens and whether sales representatives' experienced role ambiguity will increase as span of control widens. Validity of the scales was evaluated using the multitrait-multimethod matrix approach.

Keywords

SPAN OF CONTROL
INDUSTRIAL ORGANIZATION
SALES PERSONNEL
ROLE CONFLICT
SALES FORCE MANAGEMENT
ROLE AMBIGUITY
ORGANIZATIONAL BEHAVIOR
MANAGEMENT SCIENCE
INDUSTRIAL PSYCHOLOGY
MANAGEMENT RESEARCH

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