The Paradox of Machiavellianism: Machiavellianism May Make for Productive Sales but Poor Management Reviews  

Oleh:

Ricks, James ; Fraedrich, John

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Business Ethics vol. 20 no. 3 (Jul. 1999), page 197-205.
Topik: Machiavellianism; Poor Management Reviews

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: BB27.38 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This article investigates the effects of Machiavellianism (MACH) on sales performance. Results indicate that those who possess high Machiavellianism traits are more productive but received lower overall managerial ratings. Findings suggest that Machiavellianism may in certain circumstances, be somewhat advanatageous for long-term sales performance.

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