The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective
In this article, we investigate the resource-based mechanism underlying the relationship between political skill and salespersons’ work outcomes. Specifically, we propose that political skill influences salespersons’ sales performance and job satisfaction through organizational resources and salespe...
| Authors: | ; ; |
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| Format: | Electronic Article |
| Language: | English |
| Check availability: | HBZ Gateway |
| Journals Online & Print: | Drawer...
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| Fernleihe: | Fernleihe für die Fachinformationsdienste |
| Published: |
Springer Science + Business Media B. V
2017
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| In: |
Journal of business ethics
Year: 2017, Volume: 141, Issue: 3, Pages: 551-562 |
| Further subjects: | B
Social resource theory
B sales management B Salesperson–customer guanxi B Political skill B Access to resources |
| Online Access: |
Volltext (JSTOR) Volltext (lizenzpflichtig) |
| Summary: | In this article, we investigate the resource-based mechanism underlying the relationship between political skill and salespersons’ work outcomes. Specifically, we propose that political skill influences salespersons’ sales performance and job satisfaction through organizational resources and salesperson–customer (s–c) guanxi, which serve as their internal and external resources. To examine our model, we collected data from 203 salespersons working at a large financial services institution in China. The findings reveal that both access to resources and build-up of s–c guanxi mediate the effect of political skill on salespersons’ work outcomes. Moreover, access to resources and build-up of s–c guanxi interact to predict salespersons’ sales performance and job satisfaction. Implications and future research directions are discussed. |
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| ISSN: | 1573-0697 |
| Contains: | Enthalten in: Journal of business ethics
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| Persistent identifiers: | DOI: 10.1007/s10551-015-2696-z |