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The Paradox of Machiavellianism: Machiavellianism May Make for Productive Sales but Poor Management Reviews
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The Paradox of Machiavellianism: Machiavellianism May Make for Productive Sales but Poor Management Reviews (1999)The Paradox of Machiavellianism: Machiave…Consumer Ethics: An Investigation of the Ethical Beliefs of Elderly Consumers (2012)Consumer Ethics: An Investiga…The ethical behavior of retail managers (1993)The ethical behavior of retai…Consumer ethics: An investigation of the ethical beliefs of elderly consumers (1991)Consumer ethics: An investiga…Review of salesperson selection techniques and criteria: A managerial approach (1990)Review of salesperson selecti…An empirical examination of three machiavellian concepts: Advertisers vs. the general public (1989)An empirical examination of t…Supervisor and Employee Race and Sex Effects on Performance Appraisals: A Field Study of Adverse Impact and Generalizability (1982)Supervisor and Employee Race …Measuring the performance of industrial salespersons (1982)Measuring the performance of …Gender schema theory: A cognitive account of sex typing. (1981)Gender schema theory: A cogni…Review of Psychometric theory (2nd ed.). (1979)Review of Psychometric theory…Machiavellianism: A Preliminary Review (1979)Machiavellianism: A Prelimina…The relationship between sex role stereotypes and requisite management characteristics. (1973)The relationship between sex …Customer: Salesman Interaction in Appliance Retailing (1973)Customer: Salesman Interactio…Studies in Machiavellianism (1970)Studies in MachiavellianismNiccolo Machiavelli and the Twentieth Century Administrator (1969)Niccolo Machiavelli and the T…Management and machiavelli (1968)Management and machiavelliA New Approach to the Scientific Selection of Successful Salesmen (1964)A New Approach to the Scienti…Availability: A heuristic for judging frequency and probability (1973)The measurement of psychological androgyny. (1974)Judgment under Uncertainty: Heuristics and Biases (1975)Social cognitive theory of gender development and differentiation. (1999)Development of the Conformity to Masculine Norms Inventory. (2003)Gender As a Social Structure (2004)Essentials of Psychological Testing (1960)A Paradigm for Developing Better Measures of Marketing Constructs (1979)The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance (1993)The use of expert judges in scale development (2003)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)A Contingency Framework for Understanding Ethical Decision Making in Marketing (1985)A General Theory of Marketing Ethics (1986)Consumer Ethics: The Role of Religiosity (2003)Do social product features have value to consumers? (2008)Un/ethical Company and Brand Perceptions: Conceptualising and Operationalising Consumer Meanings (2012)Performance rating. (1980)Increasing Productivity through Performance Appraisal (1981)A meta-analysis of ratee race effects in performance ratings. (1985)Examination of race and sex effects on performance ratings. (1989)Comparison of Traditional, Step-Ahead, and Peer Mentoring on Protégés' Support, Satisfaction, and Perceptions of Career Success: A Social Exchange Perspective (2001)Experimental Design in Psychological Research (2002)Extension of Multiple Range Tests to Group Means with Unequal Numbers of Replications (1956)The Self Concept (1962)Description and Prescription: How Gender Stereotypes Prevent Women's Ascent Up the Organizational Ladder (2001)Role congruity theory of prejudice toward female leaders. (2002)Transformational, transactional, and laissez-faire leadership styles: A meta-analysis comparing women and men. (2003)Machiavellianism As A Factor In Managerial Job Strain, Job Satisfaction, And Upward Mobility (1972)Antecedents of the People and Organizational Aspects of Medical Informatics: Review of the Literature (1997)Lessons from Crisis Research (2004)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)A new criterion for assessing discriminant validity in variance-based structural equation modeling (2014)Validation of the five-factor model of personality across instruments and observers. (1987)The Dark Triad of personality: Narcissism, Machiavellianism, and psychopathy (2002)Ethical leadership: A review and future directions (2006)Locus of Control, Machiavellianism, and Managerial Job Performance (1994)Relationship between Machiavellianism and Type A personality and ethical-orientation (1996)Dark Leadership: The Role of Leaders’ Dark Triad Personality Traits (2017)Materialism and Consumer Ethics: An Exploratory Study (1998)
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References

  • 1979Review of Psychometric theory (2nd ed.).11,425 cited
  • 1981Gender schema theory: A cognitive account of sex typing.3,874 cited
  • 1970Studies in Machiavellianism2,944 cited
  • 1973The relationship between sex role stereotypes and requisite management characteristics.1,758 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 2012Consumer Ethics: An Investigation of the Ethical Beliefs of Elderly Consumers237 cited
  • 1991Consumer ethics: An investigation of the ethical beliefs of elderly consumers228 cited
  • 1982Supervisor and Employee Race and Sex Effects on Performance Appraisals: A Field Study of Adverse Impact and Generalizability148 cited
  • 1968Management and machiavelli123 cited
  • 1969Niccolo Machiavelli and the Twentieth Century Administrator90 cited
  • 1993The ethical behavior of retail managers78 cited
  • 1973Customer: Salesman Interaction in Appliance Retailing74 cited
  • 1979Machiavellianism: A Preliminary Review68 cited
  • 1964A New Approach to the Scientific Selection of Successful Salesmen50 cited
  • 1989An empirical examination of three machiavellian concepts: Advertisers vs. the general public28 cited

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  • 1990Review of salesperson selection techniques and criteria: A managerial approach25 cited
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