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How and when a salesperson's perception of organizational politics relates to proactive performance

Author

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  • Varela-Neira, Concepción
  • Araujo, Marisa del Río
  • Sanmartín, Emilio Ruzo

Abstract

Politics in the workplace is a reality of organizational life. Several studies have investigated the negative implications of perceived organizational politics on various work attitudes and performance measures but not on proactive performance. However, proactive performance is important in a sales context because salespeople operate in an uncertain environment, and some task aspects cannot be formalized. Moreover, there is still a need for research to analyse the psychological mechanisms that lead perceived organizational politics to cause negative reactions from employees as well as to provide new insights on the boundary conditions of this process. Therefore, we examine the effect of perceived organizational politics on proactive performance through a salesperson's trust in the sales manager, as well as the moderating role of the salesperson's experience.

Suggested Citation

  • Varela-Neira, Concepción & Araujo, Marisa del Río & Sanmartín, Emilio Ruzo, 2018. "How and when a salesperson's perception of organizational politics relates to proactive performance," European Management Journal, Elsevier, vol. 36(5), pages 660-670.
    • Handle: RePEc:eee:eurman:v:36:y:2018:i:5:p:660-670
    DOI: 10.1016/j.emj.2018.08.001
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