Machiavellianism and personal success in marketing: The moderating role of latitude for improvisation |
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Authors: | John R Sparks |
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Institution: | (1) Texas Tech University, USA |
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Abstract: | According to theory, the success of Machiavellians rests, in part, on the situational factor “latitude for improvisation”—the
freedom to improvise in order to successfully manipulate others. In their study of Machiavellianism and marketing, Hunt and
Chonko concluded that Machiavellianism is unrelated to success; however, the analysis did not include latitude for improvisation
as a moderating variable. The data are reanalyzed with a measure of latitude for improvisation included. Theory predicts that
Machiavellianism is positively related to success when latitude for improvisation is high. The results of this analysis suggest
that Machiavellianism is unrelated to personal success in marketing when latitude for improvisation is high but is negatively
related to success when latitude for improvisation is low.
His research interests include marketing ethics, advertising, and marketing communication. |
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