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) |