Research has shown that sales manager’s supervisory style plays a critical role in salesperson’s job satisfaction, performance and turnover intentions. Ability to make timely decisions with available information is one of the key traits of an effective successful manager tasked with leading salespeople for success in the competitive marketplace. This study examined the impact of manager’s indecisiveness on job performance and felt stress of salespeople. Results found that indecisiveness perceptions has a direct negative impact on job performance and increases stress. In addition, indecisiveness degrades the impact of job autonomy on felt stress and job performance. Jay Mulki, Northeastern University (USA), Jobst Görne, Hochschule Aalen (Germany), and Kenichi Hosoi, Hiroshima University of Economics (Japan)
