RESEARCH NOTE: RELATIONSHIP BETWEEN MACHIAVELLIANISM AND SALES PERFORMANCE

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Abstract:

This study explored timeshare sales executive characteristics as measured by a relatively well-known personality profile among social psychologists, the Machiavellian Scale. The researchers administered a Machiavellian (Mach-B) Scale to the entire sales force of a US resort timeshare company for the purposes of testing the relationship of sales executives Mach scores with individual sales performance measures. The results of the study failed to support the hypothesis that time-share salespeople with a Machiavellian orientation are likely to be more successful. In this tightly structured sales environment, sales representatives with lower scores on the Mach scale outperformed those with higher scores.

Keywords: Machiavellianism; Organizational performance; Sales success; Timeshare

Document Type: Research Article

DOI: http://dx.doi.org/10.3727/1083542054547921

Affiliations: 1: *School of Business and Economics, College of Charleston, Charleston, SC 29424-001, USA 2: †Rosen School of Hospitality Management, Orlando, FL 32819-1450, USA

Publication date: January 1, 2005

More about this publication?
  • The aim of Tourism Analysis is to promote a forum for practitioners and academicians in the fields of Leisure, Recreation, Tourism, and Hospitality (LRTH). As a interdisciplinary journal, it is an appropriate outlet for articles, research notes, and computer software packages designed to be of interest, concern, and of applied value to its audience of professionals, scholars, and students of LRTH programs the world over.
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