Relationship Between Machiavellianism and Sales Performance

• Crotts, John C ^[1] ; Aziz, Abdul ^[1] ; Upchurch, Randall S ^[2]
  1. [1] College of Charleston

     College of Charleston

     Estados Unidos

     
  2. [2] Rosen School of Hospitality Management
• Localización: Tourism analysis, ISSN 1083-5423, Vol. 10, Nº. 1, 2005, págs. 79-84
• Idioma: inglés
• Texto completo no disponible (Saber más ...)
• Resumen

  • 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.