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The relationship of two facets of Type A personality, Achievement Striving and Impatience-Irritability, with Mach-B scores was investigated. Mach-B scores were not correlated with Achievement Striving and were positively correlated (r = .37; p

Data from two samples (ns=37 and 35) of real estate agents showed a significant positive correlation of .37 between Machiavellianism (Mach-B scores) and self-reported sales volume. Present findings support earlier results from samples of stockbrokers and automobile salespersons showing Mach-B scores to be positively related to sales performance.

The hypothesis of a relationship between Machiavellian behavior and sales performance of Christie and Geis was tested with a sample of 110 stockbrokers. Scores on a measure called the Machiavellian Behavior scale were positively and significantly correlated with two self-reported measures of sales performance of the stockbrokers. Present results together with those of two earlier studies supported the hypothesis that salespeople with a Machiavellian orientation are likely to be more successful. Analysis of the data also indicated predictive validity and acceptable internal consistency of the Machiavellian Behavior scale. Limitations of the present study and a need for further research are discussed.