Show simple item record

Presentation

dc.contributor.editorRondán Cataluña, Francisco Javieres
dc.creatorKimura, Takumaes
dc.creatorBande, Belénes
dc.creatorFernández-Ferrín, Pilares
dc.date.accessioned2018-08-13T17:37:48Z
dc.date.available2018-08-13T17:37:48Z
dc.date.issued2017
dc.identifier.citationKimura, T., Bande, B. y Fernández-Ferrín, P. (2017). The roles of political skill and intrinsic motivation in performance prediction of adaptive selling. En XXIX Congreso de Marketing AEMARK (260-276), Sevilla: ESIC.
dc.identifier.isbn978-84-17129-34-7es
dc.identifier.urihttps://hdl.handle.net/11441/78062
dc.description.abstractPrevious studies have long recognized and examined adaptive selling behavior as an effective selling behavior in current selling situations. Although some studies assumed and revealed moderating factors that affect the effectiveness of adaptive selling behavior, few studies examined an individual’s skill as a moderator on this effect. This study focuses on political skill as a type of skill that has been recently found to have positive effects on sales performance. In addition, this study includes intrinsic motivation as an additional moderator that enables political skill to be invested for effective selling behavior. Our analysis of 249 salespeople and 145 supervisors in a matching sample largely supports our hypotheses that the positive effects of adaptive selling behavior on sales performance are the highest when both political skill and intrinsic motivation are high.es
dc.formatapplication/pdfes
dc.language.isoenges
dc.publisherESICes
dc.relation.ispartofXXIX Congreso de Marketing AEMARK (2017), p 260-276
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 Internacional*
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/4.0/*
dc.subjectAdaptive selling behaviores
dc.subjectPolitical skilles
dc.subjectIntrinsic motivationes
dc.subjectSales performancees
dc.titleThe roles of political skill and intrinsic motivation in performance prediction of adaptive sellinges
dc.typeinfo:eu-repo/semantics/conferenceObjectes
dc.type.versioninfo:eu-repo/semantics/publishedVersiones
dc.rights.accessRightsinfo:eu-repo/semantics/openAccesses
idus.format.extent17 p.es
dc.publication.initialPage260es
dc.publication.endPage276es
dc.eventtitleXXIX Congreso de Marketing AEMARKes
dc.eventinstitutionSevillaes
dc.relation.publicationplaceMadrides

FilesSizeFormatViewDescription
THE_ROLES_OF_POLITICAL_SKILL_A ...755.6KbIcon   [PDF] View/Open  

This item appears in the following collection(s)

Show simple item record

Attribution-NonCommercial-NoDerivatives 4.0 Internacional
Except where otherwise noted, this item's license is described as: Attribution-NonCommercial-NoDerivatives 4.0 Internacional