Researchers report on a 3-sample study that developed and validated short, self-report scales of work-family conflict (WFC) and family-work conflict (FWC). Using conceptualizations consistent with the current literature, the researchers offer content domains and definitions of the constructs. Advocated procedures were used to develop the scales and test dimensionality and internal consistency. Estimates of construct validity are presented by relating the scales to 16 other on-and off-job constructs. Mean-level difference tests between WFC and FWC also provide evidence of validity.

The authors report the results of two studies that attempt to model antecedents of organizational citizenship behaviors in a personal selling context. They draw the antecedents from extant research and propose that the willingness to perform organizational citizenship behaviors is related to the job-related perceptions of the degree of organizational fit between the salesperson and his or her firm, level of leadership support, perceived fairness in reward allocation (i.e., distributive justice), and job satisfaction. They hypothesize and test direct and indirect relations with these constructs and organizational citizenship behaviors. Most of these relations were significant across the two studies.

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Firms assume ethical business practices only add costs to the firm. However, business ethics actually add value for customers and result in increased profitability and performance for the firm.

This article investigates the following propositions: a useful approach for building an organizational-buying -behavior taxonomy might begin with classifying how buyers frame purchasing problems followed by how such frames affect subsequent perceptions and actions in the decision process. Unlike previous taxonomies of buying situations, direct questioning of organizational buyers is used to learn: (1) whether or not they identify different categories of buying problems; (2) if they do, what dimensions they use when framing buying problems; and (3) how do such frames influence their choices of value-added service alternatives offered by suppliers. To test the propositions empirically, supplier choices are modeled with the use of buying-decision exercises. A key result of this study is that the buyers' framing of problems affects their preferences for vendor designs of value-added customer services. Most likely, the framing of buying problems by organizational buyers is layered and more complex than related taxonomies found in the marketing literature.