Political Influence in Sales Organizations

Yavor Yankulov ()
Additional contact information
Yavor Yankulov: University of National and World Economy, Sofia, Bulgaria

Nauchni trudove, 2023, issue 1, 47-56

Abstract: Political influence is increasingly important in the context of management of sales organisations. A growing number of modern companies are embracing a flat organisational structure, getting rid of layers in the management pyramid, which prompts and necessitates the distribution of power. Allocation of power with others strengthens all members of the organization. There are four dimensions to successful empowerment: meaning, competence, self-determination, and impact. Alternatively, empowerment is a matter of degree and can be classified in two terms: content and context of work. Discussed are three main types of sales representatives, divided according to their main motivators. Understanding the four dimensions, two terms, and three types of sales representatives can be a good marker for the practices of sales managers when using political influence.

Keywords: trade; influence; power; motivation; sales (search for similar items in EconPapers)
JEL-codes: D04 D21 M14 (search for similar items in EconPapers)
Date: 2023
References: Add references at CitEc
Citations:

Downloads: (external link)
https://unwe-research-papers.org/bg/journalissues/article/10607 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:nwe:natrud:y:2023:i:1:p:47-56

Access Statistics for this article

More articles in Nauchni trudove from University of National and World Economy, Sofia, Bulgaria Contact information at EDIRC.
Bibliographic data for series maintained by Vanya Lazarova ().