Findings suggest that promoting closer interactions between market planners and implementors, or assigning the responsibility of both functions to a person or a group improves likelihood of strategic marketing success. Several implications likely to interest scholars and practitioners are discussed. The conclusions are based on a structural equation model analysis of the responses of 160 small industrial firms responding to a mailed survey. This research suggests that market orientation directly and significantly influences the firm effectiveness dimension of performance, composed of new product success, customer retention, and relative product quality. This paper examines factors that contribute to salespersons' feelings of stress.
Locus of control is examined as a moderator of the stressor - stress relationship.
Implications for managers and researchers are presented. John F. Tanner, Jr., Baylor University Rick E. Ridnour, Northern Illinois University Stephen B. Castleberry, University of Minnesota, Duluth Vertical Exchange theory, also known as Vertical Dyad Linkage theory and Leader-Member Exchange theory, describes the exchange relationship between a manager and subordinate. In the past, the type of relationship has been placed along a continuum with the extreme types labeled cadre and hired-hand. Recently, however, multi-dimensional approaches have been developed. These approaches lead the investigators of this study to re-examine the notion of a single continuum of relationship types.