The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective

Jie Li (), Gong Sun () and Zhiming Cheng
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Jie Li: Shanghai University
Gong Sun: Central University of Finance and Economics

Journal of Business Ethics, 2017, vol. 141, issue 3, No 8, 562 pages

Abstract: Abstract 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.

Keywords: Sales management; Political skill; Access to resources; Salesperson–customer guanxi; Social resource theory (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (6)

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DOI: 10.1007/s10551-015-2696-z

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