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The roles of political skill and intrinsic motivation in performance prediction of adaptive selling

 

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Opened Access The roles of political skill and intrinsic motivation in performance prediction of adaptive selling
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Author: Kimura, Takuma
Bande, Belén
Fernández-Ferrín, Pilar
Coordinator/Director: Rondán Cataluña, Francisco Javier
Date: 2017
Published in: XXIX Congreso de Marketing AEMARK (2017), p 260-276
ISBN/ISSN: 978-84-17129-34-7
Document type: Presentation
Abstract: Previous 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.
Cite: Kimura, 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.
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Format: PDF

URI: https://hdl.handle.net/11441/78062

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