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

Belén Bande, Fernando Jaramillo, Pilar Fernández-Ferrín and José A. Varela

Journal of Business Research, 2019, vol. 95, issue C, 143-155

Abstract: 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.

Keywords: Ingratiation; Self-promotion; Work-family conflict; Emotional exhaustion; Proactive behavior (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (6)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:95:y:2019:i:c:p:143-155

DOI: 10.1016/j.jbusres.2018.10.015

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