nach oben

Journal of Business Ethics

Erschienen in:

06.06.2015

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

verfasst von: Jie Li, Gong Sun, Zhiming Cheng

Erschienen in: Journal of Business Ethics | Ausgabe 3/2017

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config

KI-gestützte Suche

Aus

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.

Vorheriger Artikel Brands and Religion in the Secularized Marketplace and Workplace: Insights from the Case of an Italian Hospital Renamed After a Roman Catholic Pope

Nächster Artikel Are They Efficient in the Middle? Using Propensity Score Estimation for Modeling Middlemen in Indian Corporate Corruption

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 102.000 Bücher
über 537 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 340 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interactions. Newbury Park: Sage.

Anderson, J. C., & Gerbing, D. W. (1988). Structural equation modeling in practice: A review and recommended two-step approach. Psychological Bulletin, 103, 411–423.CrossRef

Arias, J. T. G. (1998). A relationship marketing approach to guanxi. European Journal of Marketing, 32, 145–156.CrossRef

Blickle, G., Meurs, J. A., Zettler, I., Solga, J., Noethen, D., Kramer, J., & Ferris, G. R. (2008). Personality, political skill, and job performance. Journal of Vocational Behavior, 72, 377–387.CrossRef

Bond, M. H. E. (1996). The handbook of Chinese psychology. New York: Oxford University Press.

Bowen, D. E., & Lawler, E. E. (1992). The empowerment of service workers: What, why, how, and when. Sloan Management Review, 33(3), 31–39.

Bozionelos, N. (2003). Intra-organizational network resources: Relation to career success and personality. International Journal of Organizational Analysis, 11, 41–66.CrossRef

Brislin, R. W., Lonner, W. J., & Thorndike, R. M. (1973). Cross-cultural research methods. New York: John Wiley.

Chen, X. P., & Chen, C. C. (2004). On the intricacies of the Chinese guanxi: A process model of guanxi development. Asia Pacific Journal of Management, 21, 305–324.CrossRef

Chen, C. C., Chen, X. P., & Huang, S. (2013). Chinese guanxi: An integrative review and new directions for future research. Management and Organization Review, 9, 167–207.CrossRef

Cheung, M. F., Wu, W. P., Chan, A. K., & Wong, M. M. (2009). Supervisor–subordinate guanxi and employee work outcomes: The mediating role of job satisfaction. Journal of Business Ethics, 88, 77–89.CrossRef

Cohen, J. (1978). Partialed products are interactions; partialed vectors are curve components. Psychological Bulletin, 85, 858–866.CrossRef

Coleman, J. S. (1988). Social capital in the creation of human capital. American Journal of Sociology, 94, 95–120.CrossRef

Ferris, G. R., Treadway, D. C., Kolodinsky, R. W., Hochwarter, W. A., Kacmar, C. J., Douglas, C., & Frink, D. D. (2005). Development and validation of the political skill inventory. Journal of Management, 31, 126–152.CrossRef

Ferris, G. R., Treadway, D. C., Perrewé, P. L., Brouer, R. L., Douglas, C., & Lux, S. (2007). Political skill in organizations. Journal of Management, 33, 290–320.CrossRef

French, J. R. P., & Raven, B. H. (1959). The bases of social power. In D. Cartwright (Ed.), Studies in social power (pp. 150–167). Ann Arbor: University of Michigan Institute of Social Research.

Gist, M., & Mitchell, T. N. (1992). Self-efficacy: A theoretical analysis of its determinants and malleability. Academy of Management Review, 17, 183–211.

Gronroos, C. (1990). Relationship approach to marketing in service contexts: The marketing and organizational behavior interface. Journal of Business Research, 20, 3–11.CrossRef

Gu, F. F., Hung, K., & Tse, D. K. (2008). When does guanxi matter? Issues of capitalization and its dark sides. Journal of Marketing, 72, 12–28.CrossRef

Gwinner, K. P., Gremler, D. D., & Bitner, M. J. (1998). Relational benefits in services industries: The customer’s perspective. Journal of the Academy of Marketing Science, 26, 101–114.CrossRef

Hackman, J. R., & Oldham, G. R. (1980). Work redesign. Reading: Addison-Wesley.

Harris, K. J., Harris, R. B., & Brouer, R. L. (2009). LMX and subordinate political skill: Direct and interactive effects on turnover intentions and job satisfaction. Journal of Applied Social Psychology, 39, 2373–2395.CrossRef

Harrison, R. (1987). Harnessing personal energy: How companies can inspire employees. Organizational Dynamics, 16, 5–20.CrossRef

Hennig-Thurau, T., Gwinner, K. P., & Gremler, D. D. (2002). Understanding relationship marketing outcomes: An integration of relational benefits and relationship quality. Journal of Service Research, 4, 230–247.CrossRef

Hochwarter, W. A., Ferris, G. R., Gavin, M. B., Perrewé, P. L., Hall, A. T., & Frink, D. D. (2007). Political skill as neutralizer of felt accountability—job tension effects on job performance ratings: A longitudinal investigation. Organizational Behavior and Human Decision Processes, 102, 226–239.CrossRef

Hofmann, D. A., Lei, Z., & Grant, A. M. (2009). Seeking help in the shadow of doubt: The sensemaking processes underlying how nurses decide whom to ask for advice. Journal of Applied Psychology, 94, 1261–1274.CrossRef

Homans, G. C. (1958). Social behavior as exchange. American Journal of Sociology, 63, 597–606.CrossRef

Hwang, K. K. (1987). Face and favor: The Chinese power game. American Journal of Sociology, 92, 944–974.CrossRef

Kanter, R. M. (1983). The change masters. New York: Simon & Schuster.

Kanter, R. M. (1986). Empowering people to act on ideas. Executive Excellence, 2, 5–6.

Kline, R. B. (2011). Principles and practice of structural equation modeling (3rd ed.). New York: Guildford.

Law, K. S., Wong, C. S., Wang, D., & Wang, L. (2000). Effect of supervisor-subordinate guanxi on supervisory decisions in China: An empirical investigation. International Journal of Human Resource Management, 11, 751–765.CrossRef

Lee, Y. K., Kim, Y., Son, M. H., & Lee, D. J. (2011). Do emotions play a mediating role in the relationship between owner leadership styles and manager customer orientation, and performance in service environment? International Journal of Hospitality Management, 30, 942–952.CrossRef

Lin, N. (2001). Social capital: A theory of social structure and action. New York: Cambridge University Press.CrossRef

Lin, N., Ensel, W. M., & Vaughn, J. C. (1981). Social resources and strength of ties: Structural factors in occupational status attainment. American Sociological Review, 46, 393–405.CrossRef

Liu, Y., Liu, J., & Wu, L. (2010). Are you willing and able? Roles of motivation, power, and politics in career growth. Journal of Management, 36, 1432–1460.CrossRef

Lovett, S., Simmons, L. C., & Kali, R. (1999). Guanxi versus the market: Ethics and efficiency. Journal of International Business Studies, 30, 231–247.CrossRef

Mathieu, J. E., & Farr, J. L. (1991). Further evidence for the discriminant validity of measures of organizational commitment, job involvement, and job satisfaction. Journal of Applied Psychology, 76, 127–133.CrossRef

Merrilees, B., & Miller, D. (1999). Direct selling in the west and east: The relative roles of product and relationship (guanxi) drivers. Journal of Business Research, 45, 267–273.CrossRef

Mintzberg, H. (1983). Power in and around organizations. Englewood Cliffs: Prentice Hall.

Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58, 20–38.CrossRef

Munyon, T. P., Summers, J. K., Thompson, K. M., & Ferris, G. R. (2015). Political skill and work outcomes: A theoretical extension, meta-analytic investigation, and agenda for the future. Personnel Psychology, 68, 143–184.

Nie, D., & Lämsä, A. M. (2013). The leader–member exchange theory in the Chinese context and the ethical challenge of guanxi. Journal of Business Ethics,. doi:10.1007/s10551-013-1983-9.

Ozdemir, V. E., & Hewett, K. (2010). The effect of collectivism on the importance of relationship quality and service quality for behavioral intentions: A cross-national and cross-contextual analysis. Journal of International Marketing, 18, 41–62.CrossRef

Perrewé, P. L., Ferris, G. R., Frink, D. D., & Anthony, W. P. (2000). Political skill: An antidote for workplace stressors. Academy of Management Executive, 14, 115–123.

Pfeffer, J. (1981). Power in organizations. Boston: Pitman.

Podsakoff, P. M., MacKenzie, S. M., Lee, J., & Podsakoff, N. P. (2003). Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology, 88, 879–903.CrossRef

Prahalad, C. K., & Ramaswamy, V. (2000). Co-opting customer competence. Harvard Business Review, 78, 79–87.

Preacher, K. J., & Hayes, A. F. (2004). SPSS and SAS procedures for estimating indirect effects in simple mediation models. Behavior Research Methods, Instruments, & Computers, 36, 717–731.CrossRef

Preacher, K. J., & Hayes, A. F. (2008). Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models. Behavioral Research Methods, 40, 879–891.CrossRef

Redding, S. G. (1990). The spirit of Chinese capitalism. New York: Walter de Gruyter.CrossRef

Rosseel, Y. (2012). lavaan: An R package for structural equation modeling. Journal of Statistical Software, 48, 1-36. Retrieved from http://www.jstatsoft.org/v48/i02/.

Seibert, S. E., Kraimer, M. L., & Liden, R. C. (2001). A social capital theory of career success. Academy of Management Journal, 44, 219–237.CrossRef

Shaalan, A. S., Reast, J., Johnson, D., & Tourky, M. E. (2013). East meets west: Toward a theoretical model linking guanxi and relationship marketing. Journal of Business Research, 66, 2515–2521.CrossRef

Shi, G., Shi, Y., Chan, A. K., Liu, M. T., & Fam, K. S. (2011). The role of renqing in mediating customer relationship investment and relationship commitment in China. Industrial Marketing Management, 40, 496–502.CrossRef

Simmons, L. C., & Munch, J. M. (1996). Is relationship marketing culturally bound: A look at guanxi in China. Advances in Consumer Research, 23, 92–96.

Spreitzer, G. M. (1996). Social structural characteristics of psychological empowerment. Academy of Management Review, 39, 483–504.CrossRef

Törnblom, K. Y., & Kazemi, A. (2012). Handbook of social resource theory. New York: Springer.CrossRef

Treadway, D. C., Ferris, G. R., Duke, A. B., Adams, G. L., & Thatcher, J. B. (2007). The moderating role of subordinate political skill on supervisors’ impressions of subordinate ingratiation and ratings of subordinate interpersonal facilitation. Journal of Applied Psychology, 92, 848–855.CrossRef

Tsai, M. H., Chi, S. C. S., & Hu, H. H. (2009). Salespeople’s Renqing orientation, self-esteem, and selling behaviors: An empirical study in Taiwan. Journal of Business and Psychology, 24, 193–200.CrossRef

Tsang, E. W. (1998). Can guanxi be a source of sustained competitive advantage for doing business in China? Academy of Management Executive, 12, 64–73.

Tsui, A. S. (2006). Contextualization in Chinese management research. Management and Organization Review, 2, 1–13.CrossRef

Wan, W. W., Luk, C. L., Fam, K. S., Wu, P., & Chow, C. W. (2012). Interpersonal relationship, service quality, seller expertise: How important are they to adolescent consumers? Psychology & Marketing, 29, 365–377.CrossRef

Wang, G., Liu, D., & Wang, X. (2011). Effects of perceived organizational support and guanxi on salesperson performance: The mediation of customer need knowledge. Frontiers of Business Research in China, 5, 422–435.CrossRef

Wanous, J. P., & Hudy, M. J. (2001). Single-item reliability: A replication and extension. Organizational Research Methods, 4, 361–375.CrossRef

Warner, M. (1993). Human resource management “with Chinese characteristics”. International Journal of Human Resource Management, 4, 45–65.CrossRef

Wei, L. Q., Chiang, F. F., & Wu, L. Z. (2012). Developing and utilizing network resources: Roles of political skill. Journal of Management Studies, 49, 381–402.CrossRef

Wei, L. Q., Liu, J., Chen, Y. Y., & Wu, L. Z. (2010). Political skill, supervisor-subordinate guanxi and career prospects in Chinese firms. Journal of Management Studies, 47, 437–454.CrossRef

Wong, Y. T., Ngo, H. Y., & Wong, C. S. (2003). Antecedents and outcomes of employees’ trust in Chinese joint ventures. Asia Pacific Journal of Management, 20, 481–499.CrossRef

Xin, K. R., & Pearce, J. L. (1996). Guanxi: Connections as substitutes for formal institutional support. Academy of Management Journal, 39, 1641–1658.CrossRef

Zhai, Q., Lindorff, M., & Cooper, B. (2013). Workplace guanxi: Its dispositional antecedents and mediating role in the affectivity–job satisfaction relationship. Journal of Business Ethics, 117, 541–551.CrossRef

Zhang, X. A., Li, N., & Harris, T. B. (2015). Putting non-work ties to work: The case of guanxi in supervisor–subordinate relationships. Leadership Quarterly, 26, 37–54.CrossRef

Zhang, L., Liu, J., Loi, R., Lau, V. P., & Ngo, H. Y. (2010). Social capital and career outcomes: A study of Chinese employees. International Journal of Human Resource Management, 21, 1323–1336.CrossRef

Titel: The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective
verfasst von: Jie Li
Gong Sun
Zhiming Cheng
Publikationsdatum: 06.06.2015
Verlag: Springer Netherlands
Erschienen in: Journal of Business Ethics / Ausgabe 3/2017
Print ISSN: 0167-4544
Elektronische ISSN: 1573-0697
DOI: https://doi.org/10.1007/s10551-015-2696-z

Springer Professional

Abstract

Bitte loggen Sie sich ein, um Zugang zu Ihrer Lizenz zu erhalten.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Springer Professional "Wirtschaft"

Weitere Artikel der Ausgabe 3/2017

Management of Social Issues in Supply Chains: A Literature Review Exploring Social Issues, Actions and Performance Outcomes

Safety Culture, Moral Disengagement, and Accident Underreporting

Are They Efficient in the Middle? Using Propensity Score Estimation for Modeling Middlemen in Indian Corporate Corruption

The Relationship Between Informal Controls, Ethical Work Climates, and Organizational Performance

Moral Intensity Revisited: Measuring the Benefit of Accounting Ethics Interventions

Exploring the Effect of Religious Piety on Corporate Governance: Evidence from Anti-takeover Defenses and Historical Religious Identification

Premium Partner