THE SALESPERSON'S ABILITY TO BOUNCE BACK: EXAMINING THE MODERATING ROLE OF RESILIENCY ON FORMS OF INTRA-ROLE JOB CONFLICT AND JOB ATTITUDES, BEHAVIORS AND PERFORMANCE

The sales literature reflects mounting scholarly interest in the influence of self-regulation on salespeople's job-related behaviors and performance. One form of self-regulation lies in the salesperson's level of resiliency. Resiliency is particularly relevant in a sales setting because salespeople frequently confront conflict in their work and family roles due to the unique nature of their jobs. To enhance our understanding of resiliency, we develop a conceptual model that examines the importance of resiliency in the challenging context in which salespeople balance both career and family roles. We analyze resiliency's moderating impact on these areas of conflict, their downstream implications on stress, and the effect of stress on job-related variables. Our findings suggest that resiliency provides salespeople with a sense of personal buoyancy that not only reduces the effects of work-family conflict on stress but that it also attenuates the debilitating effects of stress on job satisfaction.