Relations of Machiavellian behavior with sales performance of stockbrokers.
The hypothesis of a relationship between Machiavellian behavior and sales performance of Christie and Geis was tested with a sample of 110 stockbrokers. Scores on a measure called the Machiavellian Behavior scale were positively and significantly correlated with two self-reported measures of sales performance of the stock-brokers. Present results together with those of two earlier studies supported the hypothesis that salespeople with a Machiavellian orientation are likely to be more sucessful. Analysis of the data also indicated predictive validity and acceptable internal consistency of the Machiavellian Behavior scale. Limitations of the present study and a need for further research are discussed.
Aziz
Abdul
A
School of Business and Economics, College of Charleston, SC 29424, USA. aziza@cofc.edu
May
Kim
K
Crotts
John C
JC
D000328:Adult; D003132:Commerce / Q000379:methods*; D005260:Female; D006801:Humans; D008257:Machiavellianism; D008297:Male; D009790:Occupations; D015279:Organizational Culture