An Investigation into the Effects of Work–Family Conflict and Job Satisfaction on Salesperson Deviance

Abstract

The linkages between and effects of work–family conflict and salesperson deviance behaviors have not received adequate attention in the marketing literature. This is surprising given the profound academic and practical implications that could be derived from further research in the area. Research suggests that an alarming 40 percent of sales reps admit to engaging in workplace deviance and 66 percent did not feel that deviant conduct would result in significant punishment. This study examines work–family conflict as a primary antecedent of salesperson deviance. Salespeople experiencing increased divergence between work and family roles will likely react by violating organizational norms that will inevitably affect key organizational outcomes.