IDEAS home Printed from https://ideas.repec.org/a/kap/jbuset/v190y2024i2d10.1007_s10551-023-05423-y.html
   My bibliography  Save this article

Shedding Light on the Adverse Spillover Effects of Work-Family Conflict on Unethical Sales Behaviors at Work: A Daily Diary Study

Author

Listed:
  • Shaohui Lei

    (Sun Yat-Sen University)

Abstract

Despite the antecedents of unethical sales behavior (USB) have been well studied, these literatures primarily focus on the work domain and neglect the spillover effects of the home domain. Drawing on ego depletion theory as an overarching theoretical framework, this research investigates why and how salespersons’ work-family conflict (WFC) at home triggers next day’s USB at work. This study used daily diary data collected from 99 salespeople in two weeks to test the proposed hypotheses. The multilevel path analysis indicates that evening’s WFC positively affects next afternoon’s USB via increased next morning’s ego depletion (ED). Furthermore, service climate was found to moderate this indirect relationship, such that the indirect relationship becomes weaker under high service climate. To the best of my knowledge, this study is one of the first to reveal that salespersons’ daily WFC may serve as a role conflict event and lead to next day’s USB at work, which provides a fine-grained understanding of spillover effects of daily WFC through a daily diary study.

Suggested Citation

  • Shaohui Lei, 2024. "Shedding Light on the Adverse Spillover Effects of Work-Family Conflict on Unethical Sales Behaviors at Work: A Daily Diary Study," Journal of Business Ethics, Springer, vol. 190(2), pages 399-411, March.
    • Handle: RePEc:kap:jbuset:v:190:y:2024:i:2:d:10.1007_s10551-023-05423-y
    DOI: 10.1007/s10551-023-05423-y
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10551-023-05423-y
    File Function: Abstract
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s10551-023-05423-y?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Pinar Bayhan Karapinar & Selin Metin Camgoz & Ozge Tayfur Ekmekci, 2020. "Employee Wellbeing, Workaholism, Work–Family Conflict and Instrumental Spousal Support: A Moderated Mediation Model," Journal of Happiness Studies, Springer, vol. 21(7), pages 2451-2471, October.
    2. Chia-Yi Cheng & Chia-Hung Hsieh & Yu-Song Yang, 2014. "Who would engage in unethical behavior? Should organizations bear the responsibility?," Quality & Quantity: International Journal of Methodology, Springer, vol. 48(4), pages 2341-2354, July.
    3. C. Fred Miao & Guangping Wang, 2017. "Effects of work–family interface conflicts on salesperson behaviors: a double-edged sword," Journal of the Academy of Marketing Science, Springer, vol. 45(5), pages 762-783, September.
    4. Teng Iat Loi & Zhiyu Feng & Kristine M. Kuhn & Thomas M. Tripp, 2022. "When and How Underdog Expectations Promote Cheating Behavior: The Roles of Need Fulfillment and General Self-efficacy," Journal of Business Ethics, Springer, vol. 181(2), pages 375-395, November.
    5. Jeremy D. Mackey & Lei Huang & Wei He, 2020. "You Abuse and I Criticize: An Ego Depletion and Leader–Member Exchange Examination of Abusive Supervision and Destructive Voice," Journal of Business Ethics, Springer, vol. 164(3), pages 579-591, July.
    6. Silke Eisenbeiß & Felix Brodbeck, 2014. "Ethical and Unethical Leadership: A Cross-Cultural and Cross-Sectoral Analysis," Journal of Business Ethics, Springer, vol. 122(2), pages 343-359, June.
    7. Hailian Qiu & Ning Wang & Minglong Li, 2021. "Stimulating Customer Citizenship Behavior With Service Climate: The Mediating Role of Customer Psychological Empowerment," SAGE Open, , vol. 11(1), pages 21582440211, March.
    8. Kai Chi Yam, 2018. "The Effects of Thought Suppression on Ethical Decision Making: Mental Rebound Versus Ego Depletion," Journal of Business Ethics, Springer, vol. 147(1), pages 65-79, January.
    9. Lu-Ming Tseng, 2019. "How Implicit Ethics Institutionalization Affects Ethical Selling Intention: The Case of Taiwan’s Life Insurance Salespeople," Journal of Business Ethics, Springer, vol. 158(3), pages 727-742, September.
    10. Yuanyuan Zhou & Zhuoying Fei & Yuanqiong He & Zhilin Yang, 2022. "How Human–Chatbot Interaction Impairs Charitable Giving: The Role of Moral Judgment," Journal of Business Ethics, Springer, vol. 178(3), pages 849-865, July.
    11. Xiao Yuan & Yaoshan Xu & Yongjuan Li, 2020. "Resource Depletion Perspective on the Link Between Abusive Supervision and Safety Behaviors," Journal of Business Ethics, Springer, vol. 162(1), pages 213-228, February.
    12. Bruno Lussier & Nathaniel N. Hartmann & Willy Bolander, 2021. "Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach," Journal of Business Ethics, Springer, vol. 169(4), pages 747-766, April.
    13. Wendian Shi & Feng Wang & Xiujun Li, 2021. "Depletion Effect of Work-Leisure Conflict: A Daily Diary Study," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 158(1), pages 297-317, November.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Ye, Yijiao & Lyu, Yijing & Wu, Long-Zeng & Kwan, Ho Kwong, 2022. "Exploitative leadership and service sabotage," Annals of Tourism Research, Elsevier, vol. 95(C).
    2. Takuma Kimura & Mizuki Nishikawa, 2018. "Ethical Leadership and Its Cultural and Institutional Context: An Empirical Study in Japan," Journal of Business Ethics, Springer, vol. 151(3), pages 707-724, September.
    3. Gwarlann Kerviler & Nico Heuvinck & Elodie Gentina, 2022. "“Make an Effort and Show Me the Love!” Effects of Indexical and Iconic Authenticity on Perceived Brand Ethicality," Journal of Business Ethics, Springer, vol. 179(1), pages 89-110, August.
    4. Tao Zhang & Chao Feng & Hui Chen & Junjie Xian, 2022. "Calming the customers by AI: Investigating the role of chatbot acting-cute strategies in soothing negative customer emotions," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(4), pages 2277-2292, December.
    5. Robert Cialdini & Yexin Jessica Li & Adriana Samper & Ned Wellman, 2021. "How Bad Apples Promote Bad Barrels: Unethical Leader Behavior and the Selective Attrition Effect," Journal of Business Ethics, Springer, vol. 168(4), pages 861-880, February.
    6. Muhammad Usman & Ahmed Abdul Hameed & Shahid Manzoor, 2018. "Exploring the links between Ethical Leadership and Organizational Unlearning: A Case Study of a European Multinational Company," Business & Economic Review, Institute of Management Sciences, Peshawar, Pakistan, vol. 10(2), pages 28-54, June.
    7. Ling L. Harris & Scott B. Jackson & Joel Owens & Nicholas Seybert, 2022. "Recruiting Dark Personalities for Earnings Management," Journal of Business Ethics, Springer, vol. 178(1), pages 193-218, June.
    8. Xinqi Du & Md Sohel Chowdhury & Dae-seok Kang, 2022. "Reducing the Negative Effects of Abusive Supervision: A Step towards Organizational Sustainability," Sustainability, MDPI, vol. 15(1), pages 1-15, December.
    9. Gokce Basbug & Ayn Cavicchi & Susan S. Silbey, 2023. "Rank Has Its Privileges: Explaining Why Laboratory Safety Is a Persistent Challenge," Journal of Business Ethics, Springer, vol. 184(3), pages 571-587, May.
    10. Jesper Haga & Fredrik Huhtamäki & Dennis Sundvik, 2022. "Ruthless Exploiters or Ethical Guardians of the Workforce? Powerful CEOs and their Impact on Workplace Safety and Health," Journal of Business Ethics, Springer, vol. 177(3), pages 641-663, May.
    11. Kohnert, Dirk, 2019. "The ethics of African regional and continental integration," MPRA Paper 95562, University Library of Munich, Germany.
    12. Xingyuan Wang & Yingying Du & Yun Liu & Shuyang Wang, 2022. "Telling You More Fluently: Effect of the Joint Presentation of Eco-Label Information on Consumers’ Purchase Intention," IJERPH, MDPI, vol. 19(20), pages 1-19, October.
    13. Clark H. Warner & Marion Fortin & Tessa Melkonian, 2024. "When Are We More Ethical? A Review and Categorization of the Factors Influencing Dual-Process Ethical Decision-Making," Journal of Business Ethics, Springer, vol. 189(4), pages 843-882, February.
    14. Chikelu Okey Felix. PhD & Bala Aliyu Kardi & Mustapha Shehu, 2020. "The Congruence of Ethical Leadership: An Examination of Leadership and Organizational Ethical Climate in Nigeria," International Journal of Research and Scientific Innovation, International Journal of Research and Scientific Innovation (IJRSI), vol. 7(5), pages 289-293, May.
    15. Omar S. Itani & Nawar N. Chaker, 2022. "Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate," Journal of Business Ethics, Springer, vol. 181(4), pages 847-871, December.
    16. Fangwei Liao & Qingyi Wei & Anya Li & Jin Yang, 2023. "Link Virtual Community Interaction and Citizenship Behavior of Fitness Club Customers: The Role of Psychological Empowerment and Sense of Community," Sustainability, MDPI, vol. 15(3), pages 1-19, January.
    17. Ni, Dan & Yang, Mengxi & Luo, Senhan & Chen, Wansi, 2024. "A third-party perspective for examining employee reactions to witnessing coworker incivility towards customers," Journal of Business Research, Elsevier, vol. 177(C).
    18. Kubilay Gok & John J. Sumanth & William H. Bommer & Ozgur Demirtas & Aykut Arslan & Jared Eberhard & Ali Ihsan Ozdemir & Ahmet Yigit, 2017. "You May Not Reap What You Sow: How Employees’ Moral Awareness Minimizes Ethical Leadership’s Positive Impact on Workplace Deviance," Journal of Business Ethics, Springer, vol. 146(2), pages 257-277, December.
    19. Kohnert, Dirk, 2019. "L'éthique de l'intégration régionale et continentale africaine [The ethics of African regional and continental integration]," MPRA Paper 95579, University Library of Munich, Germany.
    20. Yongmei Liu & Sixuan Chen & Chris Bell & Justin Tan, 2020. "How Do Power and Status Differ in Predicting Unethical Decisions? A Cross-National Comparison of China and Canada," Journal of Business Ethics, Springer, vol. 167(4), pages 745-760, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:jbuset:v:190:y:2024:i:2:d:10.1007_s10551-023-05423-y. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.