The Paradox of Machiavellianism: Machiavellianism May Make for Productive Sales but Poor Management Reviews
Source: Journal of Business Ethics, Volume 20, Number 3, July 1999 , pp. 197-205(9)
Abstract:This article investigates the effects of Machiavellianism (MACH) on sales performance. Results indicate that those who possess high Machiavellian traits are more productive but received lower overall managerial ratings. Findings suggest that Machiavellianism may in certain circumstances, be somewhat advantageous for long-term sales performance.
Document Type: Regular Paper
Affiliations: 1: Marketing Department, Harrison College of Business, Southeast Missouri State University, Cape Girardeau, MO. 63701, U.S.A. 2: Marketing Department, College of Business, Southern Illinois University at Carbondale, Carbondale, IL 62901-4629, U.S.A.
Publication date: July 1999