Abstract
In a field study of 167 salespeople working within a hybrid control system where multiple goals are valued, we examine whether feedback on sales performance is an antecedent to managerial ratings of task and contextual performance. Consistent with a hedge your bets strategy, results showed that the relationship between sales performance and ratings of interpersonal facilitation was curvilinear and moderated by political skill. Whereas sales performance and ratings of task performance and job dedication were positively related, interpersonal facilitation was negatively related to subsequent sales performance, suggesting that those who hedged their bets were less likely to achieve future sales goals.
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