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Under pressure: The pros and cons of putting time pressure on your salesforce

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  • Rostami, Amin
  • Gabler, Colin
  • Agnihotri, Raj

Abstract

Time pressure is a fact of life for sales employees. However, its unintended consequences have mostly been ignored. This research leverages dual-process theory to investigate the positive and negative consequences of time pressure for both the firm and the employees themselves. Using data from 216 B2B salespeople across multiple industries, we find that individuals who feel pressure exert more effort and exhibit more creative behaviors in their work. However, these employees are also more likely to make unethical decisions. We also uncover that time management skills moderate the relationship between time pressure and both effort and unethical behavior. This insight adds to the already substantial literature on the importance of time management. Taken together we extend the discussion on time pressure in the sales profession, suggesting how managers can use it to their advantage while mitigating potentially negative effects.

Suggested Citation

  • Rostami, Amin & Gabler, Colin & Agnihotri, Raj, 2019. "Under pressure: The pros and cons of putting time pressure on your salesforce," Journal of Business Research, Elsevier, vol. 103(C), pages 153-162.
    • Handle: RePEc:eee:jbrese:v:103:y:2019:i:c:p:153-162
    DOI: 10.1016/j.jbusres.2019.06.026
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    References listed on IDEAS

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    Cited by:

    1. Agathe Morinière, 2023. "Ethical Implications of Acceleration: Perspectives From Health Professionals," Journal of Business Ethics, Springer, vol. 188(4), pages 741-758, December.
    2. Zhe Zhang & Xingze Jia, 2023. "No Time for Ethics: How and When Time Pressure Leads to Abusive Supervisory Behavior," Journal of Business Ethics, Springer, vol. 188(4), pages 807-825, December.
    3. Shobha Mishra & Vibhuti Tripathi, 2022. "Theoretical framework on state-of-the-art sales ethics in marketing," International Journal of System Assurance Engineering and Management, Springer;The Society for Reliability, Engineering Quality and Operations Management (SREQOM),India, and Division of Operation and Maintenance, Lulea University of Technology, Sweden, vol. 13(1), pages 57-78, February.
    4. Vieira, Valter Afonso & Silva, Juliano Domingues da & Faia, Valter da Silva & Gabler, Colin, 2024. "Drivers of industrial sales performance in the agent-buyer chat channel: The role of social and functional content, message valence, and synchronicity," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    5. Good, Megan C. & Schwepker, Charles H., 2022. "Business-to-business salespeople and political skill: Relationship building, deviance, and performance," Journal of Business Research, Elsevier, vol. 139(C), pages 32-43.
    6. 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.
    7. Lyngdoh, Teidorlang & Chefor, Ellis & Hochstein, Bryan & Britton, Benjamin P. & Amyx, Douglas, 2021. "A systematic literature review of negative psychological states and behaviors in sales," Journal of Business Research, Elsevier, vol. 122(C), pages 518-533.

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