Modelling the implications of perceived family-work on salespeople’s job performance

Gounaris, Spiros and Almoraish, Ahmed ORCID: https://orcid.org/0000-0002-4724-9204 2026. Modelling the implications of perceived family-work on salespeople’s job performance. Presented at: 55th Annual Conference of the European Marketing Academy, Bath, UK, 2-5 June 2026. The European Marketing Academy, Item availability restricted.

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Abstract

This study examines Family–Work Balance (FWB) among salespeople from a relational business perspective, integrating Role, Agency, and Vocational Fit theories. It conceptualises FWB as a shared responsibility between employees and management, where managers act as balancing agents. Drawing on survey data from 513 salespeople in the UK and Greece, the research models the barriers to perceived FWB—personal, behavioural, and managerial, and their effects on job satisfaction and performance. Structural equation modelling confirms that lower perceived barriers enhance FWB, which significantly improves job satisfaction and performance indicators such as sales revenue, customer retention, and productivity, while reducing turnover intention. The study advances FWB theory by extending its conceptualisation beyond individual agency to encompass managerial accountability, providing practical implications for HR and sales management in fostering well-being and sustainable performance.

Item Type:	Conference or Workshop Item - published (Paper)
Status:	In Press
Schools:	Schools > Business (Including Economics)
Publisher:	The European Marketing Academy
Related URLs:	Organisation
Date of First Compliant Deposit:	13 July 2026
Last Modified:	13 Jul 2026 08:30
URI:	https://orca.cardiff.ac.uk/id/eprint/188139

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