Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy
Sign Up to like & getrecommendations! Published in 2022 at "Journal of Marketing"
DOI: 10.1177/00222429221113254
Abstract: People with the personality traits of Machiavellianism, narcissism, and psychopathy (i.e., the “dark triad”) are prevalent in the sales profession. Yet research into sales performance drivers tends to focus on positive personality traits. The authors… read more here.
Keywords: machiavellianism narcissism; narcissism psychopathy; traits machiavellianism; dark triad ... See more keywords