The moderating role of sales managers’ political skill in lessening the impact of bottom-line mentality on emotional exhaustion of salespeople

Abstract

Purpose

This study aims to analyze the impact of the bottom-line mentality (BLM) of sales managers on the emotional exhaustion of salespeople, and also examines its subsequent impact on the affective organizational commitment of salespeople. This research also analyzes whether the effect of the BLM of sales managers on the emotional exhaustion of salespeople could be lessened when the sales managers exhibit political skill.

Design/methodology/approach

This research used self-administered paper questionnaires to collect multisource survey data from 245 salespeople and their sales managers working at 50 export firms in Thailand. Partial least squares structural equation modeling was used as the method for statistical data analysis.

Findings

This research obtains evidence to support the impact that the perceived BLM of sales managers has on the emotional exhaustion of salespeople, which in turn lowers the affective organizational commitment of salespeople. Moreover, the evidence also supported the moderating effect of sales managers’ political skill which lessens the impact of perceived BLM on the emotional exhaustion of salespeople.

Social implications

While the focus on the bottom line is crucial for firms, management must be sensitive toward the psychological impacts it might potentially have on employees in the long run. To achieve sustainable development, the management should not prioritize financial objectives over the well-being of its employees, as this could potentially undermine employees’ commitment to the organization and ultimately affect overall productivity.

Originality/value

This study helps scholars gain more understanding about the role of the political skill of the manager that could interact with their BLM to minimize its negative impact on employees’ emotional exhaustion.

Citation

Pandey, A. and Charoensukmongkol, P. (2025), "The moderating role of sales managers’ political skill in lessening the impact of bottom-line mentality on emotional exhaustion of salespeople", Management Research Review, Vol. 48 No. 4, pp. 509-527. https://doi.org/10.1108/MRR-03-2024-0186