Machiavellianism scores and self-rated performance of automobile salespersons

Psychological Reports

Volumn 94, Issue 2, 2004, Pages 464-466

  Aziz, Abdul ^a  

^a School of Business   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

ARTICLE; CAR; COMMERCIAL PHENOMENA; HUMAN; MACHIAVELLIANISM; MOTIVATION; OCCUPATION; PERSONALITY TEST; STATISTICS;

AUTOMOBILES; COMMERCE; HUMANS; MACHIAVELLIANISM; MOTIVATION; OCCUPATIONS; PERSONALITY ASSESSMENT; PERSONALITY INVENTORY;

EID: 2942640318     PISSN: 00332941     EISSN: 1558691X     Source Type: Journal    
DOI: 10.2466/pr0.94.2.464-466     Document Type: Article

References (11)

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3. Aziz, A., & MOOSE, S. (1997) Machiavellianism and sales performance among real-estate professionals. Paper presented at the Fourth International Conference on Social Values, Oxford Univer., UK.
4. CHRISTIE, R., & GEIS, F. (1970) Studies in Machiavellianism. New York: Academic Press.
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7. MILROD, J. T., & PERRY, R. P. (1977) Traits and performance of automobile salesmen. Journal of Social Psychology, 103, 163-164.
8. PANITZ, E. (1989) Psychometric investigation of the MACH IV scale measuring Machiavellianism. Psychological Reports, 64, 963-968.
9. RAY, J. J. (1983) Defective validity of the Machiavellianism scale. Journal of Social Psychology, 119, 291-292.
10. SHULTZ, C. J. (1993) Situational and dispositional predictors of performance: a test of the hypothesized Machiavellianism × structure interaction among sales persons. Journal of Applied Social Psychology, 23, 478-498.
11. TURNBULL, A. A. (1976) Selling and the salesman: prediction of success and personality change. Psychological Reports, 38, 1175-1180.