IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v172y2024ics0148296323006549.html
   My bibliography  Save this article

It’s about time (management)!: Role overload as a bridge explaining relationships between helping, voice, and objective sales performance

Author

Listed:
  • Bachrach, Daniel G.
  • Rapp, Tammy L.
  • Ogilvie, Jessica
  • Rapp, Adam A.

Abstract

Although organizations benefit from employees’ discretionary behaviors such as organizational citizenship behavior (OCB), there are personal costs associated with these behaviors. These can include work-related strains that lead to negative job performance consequences. We develop and test a conceptual model to explain why these negative consequences emerge, and among which employees they may be most likely. Building from the implications of resource allocation theory, we frame role overload (i.e., insufficient time to complete work tasks) as a mediator of the indirect relationships between discretionary behaviors and downstream objective sales performance, and time management skill as a moderator of this indirect relationship. In a lagged, multi-source field study of 302 sales employees, and 74 supervisors, we find that time management skill can offset experienced role overload associated with helping and voice behaviors. These results speak to the critical role of resource allocation competence for predicting downstream objective sales performance consequences associated with discretionary behaviors like helping and voice. We discuss theoretical and practical implications of our results.

Suggested Citation

  • Bachrach, Daniel G. & Rapp, Tammy L. & Ogilvie, Jessica & Rapp, Adam A., 2024. "It’s about time (management)!: Role overload as a bridge explaining relationships between helping, voice, and objective sales performance," Journal of Business Research, Elsevier, vol. 172(C).
    • Handle: RePEc:eee:jbrese:v:172:y:2024:i:c:s0148296323006549
    DOI: 10.1016/j.jbusres.2023.114295
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296323006549
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2023.114295?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.

    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:eee:jbrese:v:172:y:2024:i:c:s0148296323006549. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    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.