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The paradox of machiavellianism: Machiavellianism may make for productive sales but poor management reviews [Book Review]
Journal of Business Ethics 20 (3):197 - 205 (1999)
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.My notes
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Citations of this work
Work Engagement and Machiavellianism in the Ethical Leadership Process.Deanne N. Den Hartog & Frank D. Belschak - 2012 - Journal of Business Ethics 107 (1):35-47.
Work Engagement and Machiavellianism in the Ethical Leadership Process.Deanne N. Hartog & Frank D. Belschak - 2012 - Journal of Business Ethics 107 (1):35-47.
Birds of a Feather can Butt Heads: When Machiavellian Employees Work with Machiavellian Leaders.Frank D. Belschak, Rabiah S. Muhammad & Deanne N. Den Hartog - 2018 - Journal of Business Ethics 151 (3):613-626.
Is Machiavellianism Dead or Dormant? The Perils of Researching a Secretive Construct.Daniel N. Jones & Steven M. Mueller - 2021 - Journal of Business Ethics 176 (3):535-549.
The Joint Effects of Machiavellianism and Ethical Environment on Whistle-Blowing.Derek Dalton & Robin R. Radtke - 2013 - Journal of Business Ethics 117 (1):153-172.
References found in this work
Gender schema theory: A cognitive account of sex typing.Sandra Lipsitz Bem - 1981 - Psychological Review 88 (4):354-364.
The ethical behavior of retail managers.John Paul Fraedrich - 1993 - Journal of Business Ethics 12 (3):207 - 218.
Consumer ethics: An investigation of the ethical beliefs of elderly consumers. [REVIEW]Scott J. Vitell, James R. Lumpkin & Mohammed Y. A. Rawwas - 1991 - Journal of Business Ethics 10 (5):365 - 375.
An empirical examination of three machiavellian concepts: Advertisers vs. the general public. [REVIEW]John Fraedrich, O. C. Ferrell & William Pride - 1989 - Journal of Business Ethics 8 (9):687 - 694.
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