Machiavellianism is an individual personality trait that has been closely examined in sales contexts. Results about the impact of this trait on sales performance are controversial. This study maintains that Machiavellianism negatively interacts with perspective taking in enforcing the collective self, which is found to be an important determinant of salespeople motivation. In order to test our hypotheses, a survey was conducted on salespeople in a pharmaceutical company. Managerial implications are discussed.
Solving the paradox of machiavellianism: machiavellianism may make for productive sales but Poor team spirit
SOSCIA, ISABELLA;BAGOZZI, RICHARD;GUENZI, PAOLO
2012
Abstract
Machiavellianism is an individual personality trait that has been closely examined in sales contexts. Results about the impact of this trait on sales performance are controversial. This study maintains that Machiavellianism negatively interacts with perspective taking in enforcing the collective self, which is found to be an important determinant of salespeople motivation. In order to test our hypotheses, a survey was conducted on salespeople in a pharmaceutical company. Managerial implications are discussed.
File in questo prodotto:
Non ci sono file associati a questo prodotto.
I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
