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

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  • Jie Li

    (Shanghai University)

  • Gong Sun

    (Central University of Finance and Economics)

  • Zhiming Cheng

    (The University of Wollongong)

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.

Suggested Citation

  • Jie Li & Gong Sun & Zhiming Cheng, 2017. "The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective," Journal of Business Ethics, Springer, vol. 141(3), pages 551-562, March.
    • Handle: RePEc:kap:jbuset:v:141:y:2017:i:3:d:10.1007_s10551-015-2696-z
    DOI: 10.1007/s10551-015-2696-z
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    References listed on IDEAS

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    Cited by:

    1. Good, Megan C. & Schwepker, Charles H., 2022. "Business-to-business salespeople and political skill: Relationship building, deviance, and performance," Journal of Business Research, Elsevier, vol. 139(C), pages 32-43.
    2. De Clercq, Dirk & Azeem, Muhammad Umer & Haq, Inam Ul & Bouckenooghe, Dave, 2020. "The stress-reducing effect of coworker support on turnover intentions: Moderation by political ineptness and despotic leadership," Journal of Business Research, Elsevier, vol. 111(C), pages 12-24.
    3. Zhiming Cheng & Ben Zhe Wang & Lucy Taksa, 2021. "Labour Force Participation and Employment of Humanitarian Migrants: Evidence from the Building a New Life in Australia Longitudinal Data," Journal of Business Ethics, Springer, vol. 168(4), pages 697-720, February.
    4. Jie Li & Wangshuai Wang & Gong Sun & Zhou Jiang & Zhiming Cheng, 2018. "Supervisor–Subordinate Guanxi and Job Satisfaction Among Migrant Workers in China," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 139(1), pages 293-307, August.
    5. Peesker, Karen M. & Kerr, Peter D. & Bolander, Willy & Ryals, Lynette J. & Lister, Jonathan A. & Dover, Howard F., 2022. "Hiring for sales success: The emerging importance of salesperson analytical skills," Journal of Business Research, Elsevier, vol. 144(C), pages 17-30.

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