IDEAS home Printed from https://ideas.repec.org/a/spr/joamsc/v45y2017i5d10.1007_s11747-016-0492-7.html
   My bibliography  Save this article

Effects of work–family interface conflicts on salesperson behaviors: a double-edged sword

Author

Listed:
  • C. Fred Miao

    (Portland State University)

  • Guangping Wang

    (Penn State University)

Abstract

Work–family interface conflicts have typically been cast in a negative light due to their detrimental consequences. This study offers new insights by uncovering conditions under which such conflicts may produce both positive and negative effects on salesperson job-related behaviors in the context of B2B sales. Drawing on cognitive appraisal theory as an overarching theoretical framework, the authors suggest that informal controls (i.e., professional control and self-control) have differential moderating effects in salespeople’s primary and secondary appraisal processes when faced with work–family conflict and family–work conflict. Dyadic data from a matched salesperson–customer sample reveals that professional control amplifies, whereas self-control mitigates, the positive effect of work–family conflict on perceived stress. Professional control amplifies the positive effect of stress on in-role behavior, and self-control strengthens positive effects of stress on in-role behavior and customer-directed extra-role behavior while suppressing unethical behavior under high stress. Moreover, the two types of informal controls moderate the direct effects of family–work conflict on salesperson behaviors in an opposite fashion, such that under a strong professional control, family–work conflict reduces in-role and extra-role behaviors and induces unethical behavior, whereas a strong self-control alleviates such detrimental effects. These findings suggest that work–family interface conflicts should be viewed as a double-edged sword capable of producing both positive and negative consequences under certain conditions, offering new theoretical insights and important managerial implications for this prevalent phenomenon in sales management.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:joamsc:v:45:y:2017:i:5:d:10.1007_s11747-016-0492-7
    DOI: 10.1007/s11747-016-0492-7
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s11747-016-0492-7
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s11747-016-0492-7?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. Edwards, Jeffrey R. & Rothbard, Nancy P., 1999. "Work and Family Stress and Well-Being: An Examination of Person-Environment Fit in the Work and Family Domains," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(2), pages 85-129, February.
    2. Roman, Sergio & Ruiz, Salvador, 2005. "Relationship outcomes of perceived ethical sales behavior: the customer's perspective," Journal of Business Research, Elsevier, vol. 58(4), pages 439-445, April.
    3. Arnold, Todd & Flaherty, Karen E. & Voss, Kevin E. & Mowen, John C., 2009. "Role Stressors and Retail Performance: The Role of Perceived Competitive Climate," Journal of Retailing, Elsevier, vol. 85(2), pages 194-205.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Thomas Niemand & Robert Mai, 2018. "Flexible cutoff values for fit indices in the evaluation of structural equation models," Journal of the Academy of Marketing Science, Springer, vol. 46(6), pages 1148-1172, November.

    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. Lamar Pierce & Jason Snyder, 2015. "Unethical Demand and Employee Turnover," Journal of Business Ethics, Springer, vol. 131(4), pages 853-869, November.
    2. Auh, Seigyoung & Menguc, Bulent & Fisher, Michelle & Haddad, Abeer, 2011. "The perceived autonomy–perceived service climate relationship: The contingency effect of store-level tenure diversity," Journal of Retailing and Consumer Services, Elsevier, vol. 18(6), pages 509-520.
    3. Hecht, Tracy D. & Allen, Natalie J., 2005. "Exploring links between polychronicity and well-being from the perspective of person-job fit: Does it matter if you prefer to do only one thing at a time?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 155-178, November.
    4. Castaldo, Sandro & Ciacci, Andrea & Penco, Lara, 2023. "Perceived corporate social responsibility and job satisfaction in grocery retail: A comparison between low- and high-productivity stores," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    5. Maria-Lavinia FLOREA & Anca BORZA, 2019. "Individual Strategies For Achieving Work-Life Balance €“ A Case Study On Romanian Workers," Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 13(1), pages 845-855, November.
    6. Bo Shao & Pablo Cardona & Isabel Ng & Raymond N. C. Trau, 2017. "Are prosocially motivated employees more committed to their organization? The roles of supervisors’ prosocial motivation and perceived corporate social responsibility," Asia Pacific Journal of Management, Springer, vol. 34(4), pages 951-974, December.
    7. Jelena Spanjol & Leona Tam & Vivian Tam, 2015. "Employer–Employee Congruence in Environmental Values: An Exploration of Effects on Job Satisfaction and Creativity," Journal of Business Ethics, Springer, vol. 130(1), pages 117-130, August.
    8. 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.
    9. Bob Fennis & Wolfgang Stroebe, 2014. "Softening the Blow: Company Self-Disclosure of Negative Information Lessens Damaging Effects on Consumer Judgment and Decision Making," Journal of Business Ethics, Springer, vol. 120(1), pages 109-120, March.
    10. Won Kwak & Suk Choi, 2015. "Effect of rating discrepancy on turnover intention and leader-member exchange," Asia Pacific Journal of Management, Springer, vol. 32(3), pages 801-824, September.
    11. Yu, Kang Yang Trevor, 2014. "Person–organization fit effects on organizational attraction: A test of an expectations-based model," Organizational Behavior and Human Decision Processes, Elsevier, vol. 124(1), pages 75-94.
    12. Myoung-Soung Lee & Han-Seong Kim, 2020. "The Effects of Service Employee Resilience on Emotional Labor: Double-Mediation of Person–Job Fit and Work Engagement," IJERPH, MDPI, vol. 17(19), pages 1-15, October.
    13. Hilke Brockmann, 2012. "Das Glück der Migranten: eine Lebenslaufanalyse zum subjektiven Wohlbefinden von Migranten der ersten Generation in Deutschland," SOEPpapers on Multidisciplinary Panel Data Research 504, DIW Berlin, The German Socio-Economic Panel (SOEP).
    14. Rigopoulou, Irini & Theodosiou, Marios & Katsikea, Evangelia & Perdikis, Nicholas, 2012. "Information control, role perceptions, and work outcomes of boundary-spanning frontline managers," Journal of Business Research, Elsevier, vol. 65(5), pages 626-633.
    15. Lv, David Diwei & Chen, Weihong & Zhu, Hang & Lan, Hailin, 2019. "How does inconsistent negative performance feedback affect the R&D investments of firms? A study of publicly listed firms," Journal of Business Research, Elsevier, vol. 102(C), pages 151-162.
    16. Vanroelen, Christophe & Levecque, Katia & Moors, Guy & Gadeyne, Sylvie & Louckx, Fred, 2009. "The structuring of occupational stressors in a Post-Fordist work environment. Moving beyond traditional accounts of demand, control and support," Social Science & Medicine, Elsevier, vol. 68(6), pages 1082-1090, March.
    17. Riquelme, Isabel P. & Román, Sergio & Iacobucci, Dawn, 2016. "Consumers' Perceptions of Online and Offline Retailer Deception: A Moderated Mediation Analysis," Journal of Interactive Marketing, Elsevier, vol. 35(C), pages 16-26.
    18. Thomas W. H. Ng & Lorenzo Lucianetti & Dennis Y. Hsu & Frederick H. K. Yim & Kelly L. Sorensen, 2021. "You Speak, I Speak: The Social‐Cognitive Mechanisms of Voice Contagion," Journal of Management Studies, Wiley Blackwell, vol. 58(6), pages 1569-1608, September.
    19. Fotios Pasiouras, 2018. "Financial Consumer Protection and the Cost of Financial Intermediation: Evidence from Advanced and Developing Economies," Management Science, INFORMS, vol. 64(2), pages 902-924, February.
    20. Mbaye Fall Diallo & Christine Lambey-Checchin, 2017. "Consumers’ Perceptions of Retail Business Ethics and Loyalty to the Retailer: The Moderating Role of Social Discount Practices," Journal of Business Ethics, Springer, vol. 141(3), pages 435-449, March.

    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:spr:joamsc:v:45:y:2017:i:5:d:10.1007_s11747-016-0492-7. 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.