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Political Influence in Sales Organizations


  • Yavor Yankulov

    (University of National and World Economy, Sofia, Bulgaria)


Political influence is increasingly important in the context of management of sales organisations. A growing number of modern companies are embracing a flat organisational structure, getting rid of layers in the management pyramid, which prompts and necessitates the distribution of power. Allocation of power with others strengthens all members of the organization. There are four dimensions to successful empowerment: meaning, competence, self-determination, and impact. Alternatively, empowerment is a matter of degree and can be classified in two terms: content and context of work. Discussed are three main types of sales representatives, divided according to their main motivators. Understanding the four dimensions, two terms, and three types of sales representatives can be a good marker for the practices of sales managers when using political influence.

Suggested Citation

  • Yavor Yankulov, 2023. "Political Influence in Sales Organizations," Nauchni trudove, University of National and World Economy, Sofia, Bulgaria, issue 1, pages 47-56, March.
  • Handle: RePEc:nwe:natrud:y:2023:i:1:p:47-56

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    More about this item


    trade; influence; power; motivation; sales;
    All these keywords.

    JEL classification:

    • D04 - Microeconomics - - General - - - Microeconomic Policy: Formulation; Implementation; Evaluation
    • D21 - Microeconomics - - Production and Organizations - - - Firm Behavior: Theory
    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility


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