Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 2 of 2
Full-Text Articles in Business
Effects Of Work-Family Interface Conflicts On Salesperson Behaviors: A Double-Edged Sword, C. Fred Miao, Guangping Wang
Effects Of Work-Family Interface Conflicts On Salesperson Behaviors: A Double-Edged Sword, C. Fred Miao, Guangping Wang
Business Faculty Publications and Presentations
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, …
From Climbing Walls To A Culture Of Caring, Kirk Kelly, Brenna Miaira Kutch
From Climbing Walls To A Culture Of Caring, Kirk Kelly, Brenna Miaira Kutch
Office of Information Technology Publications and Presentations
Ultimately, creating a culture of caring will make the difference between paying employees to work for the organization and having them get up in the morning wanting to work for the organization. Staff will be more engaged, more committed, and more productive, will encourage others, and will live longer lives. Caring can't be faked. While this article has mentioned many ways to focus on a culture of caring, caring is not a list of boxes to check off. It is never "finished." Training people to genuinely care is difficult to do, so organizational leaders must keep this attribute in mind, …