The influence of political skill on salespersons' work outcomes

a resource perspective

Jie Li, Gong Sun*, Zhiming Cheng

*Corresponding author for this work

Research output: Contribution to journalArticle

14 Citations (Scopus)

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.

Original languageEnglish
Pages (from-to)551-562
Number of pages12
JournalJournal of Business Ethics
Volume141
Issue number3
DOIs
Publication statusPublished - 1 Mar 2017
Externally publishedYes

Keywords

  • Access to resources
  • Political skill
  • Sales management
  • Salesperson–customer guanxi
  • Social resource theory

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