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It's are standardized partial regression coefficients which represent the path coefficients. e's are residual terms, and x's are as defined in Figure I. The estimation of the structural equations consisted of ordinary least squares regression (Duncan 1966). The estimates for the residual paths. P., and were specified as follows (Duncan 1966): (4) - tams (5) P„, = I - MO where and fey in. are the coefficients of determination for the X. and X, estimates In addition to these general path analytic procedures, possible company effects were examined by estimating equations I, 2, and 3 for each company separately and using the Chow (1960) test to test (or differences in structural parameters. None of these tests were statistically significant (p < .05); consequently, the pooling of the data for the path analysis was justified. This across-company stability should not he interpreted as suggesting the contingency leadership framework is not applicable in salesforce management, but merely as evidence of limited variance of potential moderator variables be-cause only one occupational category was examined. FINDINGS The pairwise correlations, means, and standard deviations of the variables are reported in Table 2 and the path analysis results are reported in Table 3. The coefficients of detemination for the role conflict and role ambiguity equations are .26 and .34,
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