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Journal of Business Ethics

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06-06-2015

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

Authors: Jie Li, Gong Sun, Zhiming Cheng

Published in: Journal of Business Ethics | Issue 3/2017

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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.

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Title: The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective
Authors: Jie Li
Gong Sun
Zhiming Cheng
Publication date: 06-06-2015
Publisher: Springer Netherlands
Published in: Journal of Business Ethics / Issue 3/2017
Print ISSN: 0167-4544
Electronic ISSN: 1573-0697
DOI: https://doi.org/10.1007/s10551-015-2696-z

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