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Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions

Nov 07, 2016 |

By Nancy Rothbard, Lakshmi Ramarajan, L Ramarajan, N Rothbard

| The Academy of Management

Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people through two mechanisms: role-immersion, operationalized as intrinsic motivation and role-taking, operationalized as perspective-taking.

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N Rothbard

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Articles

Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions

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