主讲题目：the influence of political skill on salespersons’ work outcomes: a resource perspective
主讲人：孙弓 中央财经大学商学院
主讲时间: 2015年12月9日（周三），下午12：30
主讲地点:中央财经大学学院南路校区mba中心a02
主讲内容：
in this article, we investigate the resource-basedmechanism underlying the relationship betweenpolitical skill and salespersons' work outcomes. specifically,we propose that political skill influences salespersons'sales performance and job satisfaction throughorganizational resources and salesperson-customer (s-c)guanxi, which serve as their internal and external resources.to examine our model, we collected data from 203salespersons working at a large financial services institutionin china. the findings reveal that both access toresources and build-up of s-c guanxi mediate the effect ofpolitical skill on salespersons' work outcomes. moreover,access to resources and build-up of s-c guanxi interact topredict salespersons’ sales performance and job satisfaction.implications and future research directions arediscussed.
主讲人简介：
孙弓，现任中央财经大学商学院市场营销系讲师。研究领域包括文化与消费行为，跨文化社会心理，社会影响与决策过程，客户关系管理等。尤其对东西方文化中的行为差异有着浓厚的兴趣，亦对跨文化心理及行为研究中的理论及方法问题有较深的见解。其研究成果发表在包括《journal of business ethics》、《international marketing review》、《international journal of market research》在内的多本商学及心理学ssci期刊。
