Political Influence in Sales Organizations

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cris.sourceIdoai:journals.unwe.bg:article/234
dc.creatorYankulov, Yavoren
dc.date2023-03-30
dc.date.accessioned2026-09-24T23:10:30Z
dc.date.available2026-09-24T23:10:30Z
dc.descriptionPolitical influence is increasingly important in the context of management of sales organisations. A growing number of modern companies are embracing a flat organisational structure, getting rid of layers in the management pyramid, which prompts and necessitates the distribution of power. Allocation of power with others strengthens all members of the organization. There are four dimensions to successful empowerment: meaning, competence, self-determination, and impact. Alternatively, empowerment is a matter of degree and can be classified in two terms: content and context of work. Discussed are three main types of sales representatives, divided according to their main motivators. Understanding the four dimensions, two terms, and three types of sales representatives can be a good marker for the practices of sales managers when using political influence.en
dc.formatapplication/pdf
dc.identifierhttps://rp.unwe.bg/index.php/rp/article/view/234
dc.identifier10.37075/RP.2023.1.04
dc.identifier.urihttps://ds.e-dnrs.org/handle/123456789/1040
dc.languagebg
dc.publisherAcademic Publishing UNWE (AP-UNWE)en
dc.relationhttps://rp.unwe.bg/index.php/rp/article/view/234/226
dc.rightsCopyright (c) 2023 Yavor Yankulov (Author)en
dc.rightshttps://creativecommons.org/licenses/by/4.0en
dc.sourceResearch Papers of UNWE; No. 1 (2023); 47-56en
dc.subjectInfluenceen
dc.subjectSalesen
dc.subjectMotivationen
dc.subjectPoweren
dc.subjectTradeen
dc.subjectD04 - Microeconomic Policy: Formulation, Implementation, and Evaluationen
dc.subjectD21 - Firm Behavior: Theoryen
dc.subjectM14 - Corporate Culture • Diversity • Social Responsibilityen
dc.titlePolitical Influence in Sales Organizationsen
dc.typePeer-reviewed Articleen

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