Title

The influence of political skill on salespersons' work outcomes: a resource perspective

RIS ID

101205

Publication Details

Li, J., Sun, G. & Cheng, Z. (2015). The influence of political skill on salespersons' work outcomes: a resource perspective. Journal of Business Ethics, Online First 1-12.

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.

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Link to publisher version (DOI)

http://dx.doi.org/10.1007/s10551-015-2696-z