مقاله انگلیسی فروشندگان B2B و مهارت های سیاسی: ایجاد رابطه ، انحراف و عملکرد
Abstract
Keywords
Introduction
Theoretical background and research hypotheses
Methodology
Analysis and results
Discussion and implications
Limitations and directions for future research
Funding
Declaration of Competing Interest
Acknowledgments
References
ABSTRACT
Previous research has explored the role of political skill as an intra-organizational skill but not in the context of business-to-business seller’s customer relationships and sales performance. In this paper, we: (i) develop a framework to explore the relationships between political skill, customer-oriented selling, customer-relationshipbuilding competence, and customer-directed deviance; and (ii) investigate whether these relationships improve sales performance. The empirical analysis includes 240 business-to-business salespeople. Structural equation modeling is used to test the study’s hypotheses. Results suggest political skill directly affects salesperson customer-oriented selling, relationship building competence, and sales performance. Customer-relationshipbuilding competence is positively related to customer-oriented selling, which is inversely related to the frequency of customer-directed deviance. Contrary to expectations, customer-directed deviance is not negatively related to both political skill and sales performance. Managerial implications and directions for future research are provided.