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首页> 外文期刊>Journal of Business Research >Under pressure: The pros and cons of putting time pressure on your salesforce
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Under pressure: The pros and cons of putting time pressure on your salesforce

机译：承受压力：对您的销售队伍施加时间压力的利弊

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摘要

Time pressure is a fact of life for sales employees. However, its unintended consequences have mostly been ignored. This research leverages dual-process theory to investigate the positive and negative consequences of time pressure for both the firm and the employees themselves. Using data from 216 B2B salespeople across multiple industries, we find that individuals who feel pressure exert more effort and exhibit more creative behaviors in their work. However, these employees are also more likely to make unethical decisions. We also uncover that time management skills moderate the relationship between time pressure and both effort and unethical behavior. This insight adds to the already substantial literature on the importance of time management. Taken together we extend the discussion on time pressure in the sales profession, suggesting how managers can use it to their advantage while mitigating potentially negative effects.
机译：时间压力对于销售员工而言是生活中不可或缺的事实。但是，其意想不到的后果大都被忽略了。这项研究利用双重过程理论来研究时间压力对公司和员工本身的正面和负面影响。使用来自多个行业的216位B2B销售人员的数据，我们发现感到压力的人在工作中会付出更多的努力并表现出更多的创造性行为。但是，这些员工也更有可能做出不道德的决定。我们还发现，时间管理技能可以缓解时间压力与努力和不道德行为之间的关系。这种见识增加了关于时间管理重要性的大量文献。总之，我们扩展了有关销售行业中时间压力的讨论，建议管理人员如何利用它来发挥自己的优势，同时减轻潜在的负面影响。

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