THE INTERACTIVE RELATIONSHIP OF INTERNAL SERVICE AND SUPERVISOR: POLITICAL SKILL WITH EMPLOYEE SALES BEHAVIORS

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dc.contributor.advisorWitt, L. Alan
dc.contributor.committeeMemberCampion, James E.
dc.contributor.committeeMemberPenney, Lisa M.
dc.contributor.committeeMemberHunter, Emily M.
dc.contributor.committeeMemberCrepeau, Loring
dc.creatorFarmer, Benjamin 1986-
dc.date.accessioned2016-02-29T02:32:30Z
dc.date.available2016-02-29T02:32:30Z
dc.date.createdMay 2015
dc.date.issued2015-05
dc.date.updated2016-02-29T02:32:30Z
dc.description.abstractI investigated the joint relationships of supervisor political skill and the internal service quality provided to sales employees with employee team sales behaviors. Employing Conservation of Resources theory, I argue that the political skill of the supervisor provides motivational resources, and internal service provides capability resources to position employees to manifest effective sales behaviors. Further, I hypothesized that political skill moderates the relationship between internal service quality and team sales behaviors. Results of analyses conducted on data collected from 89 retail store employees and their respective supervisors revealed that: (a) employee perceptions of internal service quality were related to team sales behaviors; (b) supervisory political skill was unrelated to team sales behaviors; and (c) the relationship between internal service and team sales behaviors was stronger among workers with supervisors higher than lower in social skill.
dc.description.departmentPsychology, Department of
dc.format.digitalOriginborn digital
dc.format.mimetypeapplication/pdf
dc.identifier.orcid0000-0002-5362-8737
dc.identifier.urihttp://hdl.handle.net/10657/1246
dc.language.isoeng
dc.rightsThe author of this work is the copyright owner. UH Libraries and the Texas Digital Library have their permission to store and provide access to this work. Further transmission, reproduction, or presentation of this work is prohibited except with permission of the author(s).
dc.subjectPolitical skill
dc.subjectPolitics
dc.subjectInternal service
dc.subjectSales behaviors
dc.subjectConservation of resources
dc.titleTHE INTERACTIVE RELATIONSHIP OF INTERNAL SERVICE AND SUPERVISOR: POLITICAL SKILL WITH EMPLOYEE SALES BEHAVIORS
dc.type.dcmiText
dc.type.genreThesis
thesis.degree.collegeCollege of Liberal Arts and Social Sciences
thesis.degree.departmentPsychology, Department of
thesis.degree.disciplinePsychology, Industrial and Organizational
thesis.degree.grantorUniversity of Houston
thesis.degree.levelDoctoral
thesis.degree.nameDoctor of Philosophy

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