Selling your network: how political skill builds social capital and enhances salesperson performance

Timothy P. Munyon, Rachel E. Frieder, Cinthia B. Satornino, Andrew M. Carnes, Willy Bolander, Gerald R. Ferris

Research output: Contribution to journalArticlepeer-review

Original languageEnglish
Pages (from-to)233-249
Number of pages17
JournalJournal of Personal Selling and Sales Management
Volume41
Issue number3
DOIs
StatePublished - 2021

ASJC Scopus Subject Areas

  • Business and International Management
  • Marketing

Keywords

  • Political skill
  • relationship performance
  • sales frequency
  • salesperson performance
  • social capital
  • social network quality

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