Abstract Selling is a primary function of channels of distribution with sales managers and salespeople markedly influencing channel success. Recently, salesperson work–family conflict has become a major concern, owing to its potential for adversely affecting sales force performance and thus impairing associated channel success. It has been extensively investigated in industrial-organizational (I/O) psychology, but sales scholars’ interest in it remains in the incipient stage. Whether findings from non-sales contexts are portable to a selling milieu remains an empirical question. This article presents an array of organizational- and managerial-related, individual job-related, individual person-related, technology-related, and contemporary selling environment-related factors that have been found to be or are logically associated with salesperson work–family conflict. The article thus seeks to facilitate sales researchers’ and practitioners’ efforts in undertaking empirical work and assisting salespeople to manage such conflict. To date, no previously published work has engaged in this charge.

中文翻译：

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销售队伍中的工作家庭冲突：影响者纲要

摘要 销售是分销渠道的主要功能，销售经理和销售人员显着影响渠道成功。最近，销售人员的工作-家庭冲突已成为一个主要问题，因为它有可能对销售人员绩效产生不利影响，从而损害相关渠道的成功。它已在工业组织 (I/O) 心理学中得到广泛研究，但销售学者对它的兴趣仍处于初期阶段。来自非销售环境的发现是否可移植到销售环境仍然是一个经验问题。本文介绍了一系列与组织和管理相关的、与个人工作相关的、与个人相关的、与技术相关的、已发现与销售人员的工作-家庭冲突有关或在逻辑上与销售环境相关的因素。因此，本文旨在促进销售研究人员和从业人员开展实证工作并协助销售人员管理此类冲突。迄今为止，以前发表的作品都没有涉及到这一指控。