Work overload and intimidation: The moderating role of resilience |
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Authors: | Takuma Kimura Belén Bande Pilar Fernández-Ferrín |
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Institution: | 1. Hosei University, 2-17-1, Fujimi, Chiyoda-ku, Tokyo, Japan;2. University of Navarra, Facultad de Económicas, Campus Universitario, 31080 Pamplona, Spain;3. University of País Vasco (UPV/EHU), EU Estudios Empresariales, Comandante Izarduy, 23 01006 Vitoria-Gasteiz, Spain |
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Abstract: | Work overload is a critical but understudied stressor at work, particularly for boundary-spanning positions. Recent studies have highlighted the need for more research on the identification of different predictors of the use of intimidation, a type of assertive impression management tactic. Relying on Lazarus's transactional theory, this study hypothesized and investigated a mediated moderation model that includes resilience, work overload, and its outcomes.This paper contributes to the organizational literature by examining the use of intimidation by salespeople as a reaction to stressful circumstances and the association between this tactic and salespeople's performance. The information provided by 248 employee–supervisor dyads confirmed the proposed model. Work overload has a positive association with intimidation, and the direct effect of work overload on intimidation depends on the level of an employee's resilience. Finally, the use of intimidation has a negative association with supervisor-rated performance. |
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Keywords: | Work overload Intimidation Performance Resilience Transactional theory Impression management |
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