Open AccessDiscordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee–Customer Interactions
Author(s) -
Lakshmi Ramarajan,
Nancy P. Rothbard,
Steffanie L. Wilk
Publication year - 2016
Publication title -
academy of management journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 11.193
H-Index - 318
eISSN - 1948-0989
pISSN - 0001-4273
DOI - 10.5465/amj.2014.1142
Subject(s) - operationalization , moderation , psychology , social psychology , perspective (graphical) , identity (music) , affect (linguistics) , computer science , epistemology , philosophy , physics , communication , artificial intelligence , acoustics
Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people. We also examine two mechanisms: role-im...
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