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More pressure or more support? The Manager's dueling roles in the relationship between salesperson time pressure and sales performance

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  • Vieira, Valter Afonso
  • Filho, Hercilio Costa
  • Gabler, Colin B.
  • Agnihotri, Raj

Abstract

This paper explores the critical role of sales managers in moderating the effects of salesperson time pressure on retailer's revenues and quota achieved. Drawing on Resource Allocation Theory and Challenge–Hindrance Stressor Theory, the authors examine how both salesperson and managerial time pressure influence sales outcomes in a multilevel perspective. While previous studies focus on the linear effects of time pressure on performance, we deepen our understanding by uncovering a curvilinear relationship. Across two field studies in B2B and B2C retailers' firms, we found that moderate levels of pressure improve performance while excessive pressure diminishes it, creating an inverted U-shaped relationship. Additionally, we find that managerial time pressure moderates this relationship, acting as a motivator at low levels and a stressor at high levels. Finally, retail managers can mitigate the adverse effects of the time pressure they impose by offering support through feedback, mentoring, and meetings with their salespeople. Essentially, managerial support can turn the detrimental effects of high time pressure into performance-enhancing opportunities, offering valuable insights for sales managers aiming to balance pressure with support to optimize team outcomes.

Suggested Citation

  • Vieira, Valter Afonso & Filho, Hercilio Costa & Gabler, Colin B. & Agnihotri, Raj, 2026. "More pressure or more support? The Manager's dueling roles in the relationship between salesperson time pressure and sales performance," Journal of Retailing and Consumer Services, Elsevier, vol. 89(PA).
    • Handle: RePEc:eee:joreco:v:89:y:2026:i:pa:s0969698925003819
    DOI: 10.1016/j.jretconser.2025.104602
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    References listed on IDEAS

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    1. Ryari, Hanaa & Alavi, Sascha & Wieseke, Jan, 2021. "Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships," Journal of Retailing, Elsevier, vol. 97(2), pages 217-237.
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