Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance

The purpose of this research is to understand the use of political skill (PS) in the context of business-to-business seller’s relationship building and ethical decision-making. Drawing on social influence, relationship marketing, and ethical decision-making theories, a model and hypotheses are proposed to examine the impact of political skill, customer-relationship-building competence, and moral intensity, on the frequency of customer-directed...