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Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion

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  • Bande, Belén
  • Jaramillo, Fernando
  • Fernández-Ferrín, Pilar
  • Varela, José A.

Abstract

Impression management tactics have recently been identified as effective strategies for coping with work stressors. However, despite the evidence that using a combination of tactics can provide more favorable outcomes than using a single tactic, previous studies have often examined impression management tactics in isolation. Furthermore, many sales organizations view their employees' proactive behaviors as essential for gaining a competitive advantage, but our knowledge about the antecedents of proactivity at work is still limited. To address this knowledge gap, we introduce a theoretical model that explains the joint moderating effects of combining two forms of impression management tactics on the relationship between work-family conflict and salespeople's proactive behaviors. We study 249 salesperson-supervisor dyads, and the results indicate that work-family conflict is negatively related to salespeople's proactive behaviors through emotional exhaustion. In addition, the combination of ingratiation and self-promotion has a buffering effect on the relationship between work-family conflict and emotional exhaustion.

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  • Bande, Belén & Jaramillo, Fernando & Fernández-Ferrín, Pilar & Varela, José A., 2019. "Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion," Journal of Business Research, Elsevier, vol. 95(C), pages 143-155.
    • Handle: RePEc:eee:jbrese:v:95:y:2019:i:c:p:143-155
    DOI: 10.1016/j.jbusres.2018.10.015
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    References listed on IDEAS

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    1. Korzynski, Pawel & Haenlein, Michael & Rautiainen, Mika, 2021. "Impression management techniques in crowdfunding: An analysis of Kickstarter videos using artificial intelligence," European Management Journal, Elsevier, vol. 39(5), pages 675-684.
    2. Jovi Sulistiawan & Massoud Moslehpour & Pei-Kuan Lin, 2022. "Linking Passion for Work and Emotional Exhaustion in Indonesian Firefighters: The Role of Work–Family Conflict," IJERPH, MDPI, vol. 19(22), pages 1-17, November.
    3. Triana Fitriastuti & Pipiet Larasatie & Alex Vanderstraeten, 2021. "Please Like Me: Ingratiation as a Moderator of the Impact of the Perception of Organizational Politics on Job Satisfaction," IJERPH, MDPI, vol. 18(14), pages 1-15, July.
    4. Rofcanin, Yasin & Heras, Mireia Las & Bosch, Maria Jose & Berber, Aykut & Mughal, Farooq & Ozturk, Mustafa, 2021. "Servant leadership and family supportiveness: Looking into employees’ work and family outcomes," Journal of Business Research, Elsevier, vol. 128(C), pages 70-82.
    5. Sanchez-Ruiz, Paul & Wood, Matthew S. & Long-Ruboyianes, Anna, 2021. "Persuasive or polarizing? The influence of entrepreneurs' use of ingratiation rhetoric on investor funding decisions," Journal of Business Venturing, Elsevier, vol. 36(4).
    6. Sandra Castro-González & Belén Bande & Pilar Fernández-Ferrín, 2019. "Responsible Leadership and Salespeople’s Creativity: The Mediating Effects of CSR Perceptions," Sustainability, MDPI, vol. 11(7), pages 1-17, April.

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