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| Author: | Pratt, M.G. Rosa, J.A. |
| Title: | Transforming work-family conflict into commitment in network marketing organizations |
| Journal: | Academy of Management Journal
2003 : AUG, VOL. 46:4, p. 395-418 |
| Index terms: | Marketing Organizations Work involvement Families |
| Language: | eng |
| Abstract: | This qualitative study of three network marketing organizations selling products and services using distributed workforces suggests how these organizations harvest members' work-family conflict and transform work-related ambivalence into commitment. The study offers a model depicting how specific organizational practices, which labeled "making workers into family" and "bringing family into work" practices lead to and maintain two types of relationship-based commitments: those based on relationships with members and those based on relationships with non-members. There are implications for theory and practice. |
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