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:
02/2019Palabra clave:
Tipo de Ítem:
Articulo Revista IndexadaResumen:
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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