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

    Autor: 
    Bande Videla, Belén (1)
    ;
    Jaramillo, Fernando
    ;
    Fernández-Ferrín, Pilar
    ;
    Varela, José Antonio
    Fecha: 
    02/2019
    Palabra clave: 
    ingratiation; self-promotion; work-family conflict; emotional exhaustion; proactive behavior; Scopus; JCR
    Tipo de Ítem: 
    Articulo Revista Indexada
    URI: 
    https://reunir.unir.net/handle/123456789/7814
    DOI: 
    http://dx.doi.org/10.1016/j.jbusres.2018.10.015
    Dirección web: 
    https://www.sciencedirect.com/science/article/abs/pii/S0148296318304880?via%3Dihub
    Resumen:
    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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