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

Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion Bande, Belén (1); Jaramillo, Fernando; Fernández-Ferrín, Pilar; Varela, José Antonio 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. Submitted by Mercedes Contreras (mercedes.contreras@unir.net) on 2019-02-08T08:27:52Z No. of bitstreams: 0; Made available in DSpace on 2019-02-08T08:27:52Z (GMT). No. of bitstreams: 0