Work–family conflict in the sales force redux: A compendium of influencers

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Journal of Marketing Channels Pub Date : 2018-07-03 DOI:10.1080/1046669X.2019.1647909

Alan J. Dubinsky, Cindy B. Rippé

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Abstract

Abstract Selling is a primary function of channels of distribution with sales managers and salespeople markedly influencing channel success. Recently, salesperson work–family conflict has become a major concern, owing to its potential for adversely affecting sales force performance and thus impairing associated channel success. It has been extensively investigated in industrial-organizational (I/O) psychology, but sales scholars’ interest in it remains in the incipient stage. Whether findings from non-sales contexts are portable to a selling milieu remains an empirical question. This article presents an array of organizational- and managerial-related, individual job-related, individual person-related, technology-related, and contemporary selling environment-related factors that have been found to be or are logically associated with salesperson work–family conflict. The article thus seeks to facilitate sales researchers’ and practitioners’ efforts in undertaking empirical work and assisting salespeople to manage such conflict. To date, no previously published work has engaged in this charge.

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销售队伍中的工作-家庭冲突：影响者简编

摘要销售是分销渠道的主要功能，销售经理和销售人员对渠道的成功有着显著的影响。最近，销售人员的工作-家庭冲突已成为一个主要问题，因为它可能会对销售人员的业绩产生不利影响，从而损害相关渠道的成功。它在工业组织（I/O）心理学中已经得到了广泛的研究，但销售学者对它的兴趣仍处于初级阶段。非销售环境下的调查结果是否可移植到销售环境中仍然是一个实证问题。本文介绍了一系列与组织和管理相关、个人工作相关、个人相关、技术相关和当代销售环境相关的因素，这些因素已被发现与销售人员的工作-家庭冲突存在逻辑关联。因此，本文旨在促进销售研究人员和从业者进行实证工作，并帮助销售人员管理此类冲突。迄今为止，尚未有任何先前发表的作品涉及这一指控。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Journal of Marketing Channels BUSINESS-

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期刊介绍： The Journal of Marketing Channels is the first and only professional marketing journal to focus exclusively on distribution systems, strategy, and management. The journal recognizes the growing importance of distribution as a key strategic variable in marketing management. Indeed, if one looks realistically at the major strategy variables of the marketing mix—product, price, promotion, and distribution—the greatest potential for achieving a competitive advantage now lies in distribution. The reason? Rapid technology transfer has made product advantages increasingly difficult to maintain. International operations seeking lower costs have made price advantages much harder to sustain because everybody seems to be “playing the same game.” Even promotion, which relies so heavily on mass media advertising, has become a battle of who can spend the most money. But distribution still offers a new frontier for competing successfully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer service. A competitive advantage gained through better distribution is not easily copied by the competition and hence becomes a long-term sustainable competitive advantage. Yet designing optimal marketing channel systems, formulating innovative distribution strategies, and managing marketing channel systems effectively is no simple task. In fact, professional marketing expertise of a very high order is required to meet these challenges, especially given the growing competitive role and rapid pace of web-based marketing. The Journal of Marketing Channels helps provide the knowledge and tools needed to develop superior distribution systems, strategies, and management. Leading authorities from around the world present the most up-to-date and in-depth thought, analysis, and research on these topics in this refereed international quarterly journal.