{"id":"https://openalex.org/W4289637397","doi":"https://doi.org/10.1111/joms.12855","title":"Kiss\u2010Up\u2010Kick\u2010Down to Get Ahead: A Resource Perspective on How, When, Why, and With Whom Middle Managers Use Ingratiatory and Exploitative Behaviours to Advance Their Careers","display_name":"Kiss\u2010Up\u2010Kick\u2010Down to Get Ahead: A Resource Perspective on How, When, Why, and With Whom Middle Managers Use Ingratiatory and Exploitative Behaviours to Advance Their Careers","publication_year":2022,"publication_date":"2022-08-03","ids":{"openalex":"https://openalex.org/W4289637397","doi":"https://doi.org/10.1111/joms.12855"},"language":"en","primary_location":{"id":"doi:10.1111/joms.12855","doi":"https://doi.org/10.1111/joms.12855","is_oa":true,"landing_page_url":"https://doi.org/10.1111/joms.12855","pdf_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joms.12855","source":{"id":"https://openalex.org/S151705444","display_name":"Journal of Management Studies","issn_l":"0022-2380","issn":["0022-2380","1467-6486"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","ft50","jufo-3","ki-jl-1","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Management Studies","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joms.12855","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5081714950","display_name":"Fabiola Heike Gerpott","orcid":"https://orcid.org/0000-0002-2585-3427","observed_orcids":["https://orcid.org/0000-0002-2585-3427","https://orcid.org/0000-0002-1764-4430"]},"institutions":[{"id":"https://openalex.org/I84340266","display_name":"WHU \u2013 Otto Beisheim School of Management","ror":"https://ror.org/01yhahq71","country_code":"DE","type":"education","lineage":["https://openalex.org/I84340266"]}],"countries":["DE"],"is_corresponding":true,"raw_author_name":"Fabiola H. Gerpott","raw_affiliation_strings":["WHU \u2013 Otto Beisheim School of Management"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"WHU \u2013 Otto Beisheim School of Management","institution_ids":["https://openalex.org/I84340266"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5038730244","display_name":"Niels Van Quaquebeke","orcid":"https://orcid.org/0000-0002-6141-4659","observed_orcids":["https://orcid.org/0000-0002-6141-4659"]},"institutions":[{"id":"https://openalex.org/I186044516","display_name":"K\u00fchne Logistics University","ror":"https://ror.org/00z9cn431","country_code":"DE","type":"education","lineage":["https://openalex.org/I186044516"]},{"id":"https://openalex.org/I23923803","display_name":"University of Exeter","ror":"https://ror.org/03yghzc09","country_code":"GB","type":"education","lineage":["https://openalex.org/I23923803"]}],"countries":["DE","GB"],"is_corresponding":false,"raw_author_name":"Niels Van Quaquebeke","raw_affiliation_strings":["KLU \u2013 K\u00fchne Logistics University","University of Exeter"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"KLU \u2013 K\u00fchne Logistics University","institution_ids":["https://openalex.org/I186044516"]},{"raw_affiliation_string":"University of Exeter","institution_ids":["https://openalex.org/I23923803"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":3,"corresponding_author_ids":["https://openalex.org/A5081714950"],"corresponding_institution_ids":["https://openalex.org/I84340266"],"apc_list":{"value":3650,"currency":"USD","value_usd":3650},"apc_paid":{"value":3650,"currency":"USD","value_usd":3650},"fwci":4.726,"has_fulltext":true,"cited_by_count":26,"citation_normalized_percentile":{"value":0.94522173,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":97,"max":99},"biblio":{"volume":"60","issue":"7","first_page":"1855","last_page":"1883"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.9750999808311462,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10006","display_name":"Job Satisfaction and Organizational Behavior","score":0.9750999808311462,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10344","display_name":"Management and Organizational Studies","score":0.005400000140070915,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12892","display_name":"Social Power and Status Dynamics","score":0.004000000189989805,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/middle-managers","display_name":"middle managers","score":0.925000011920929},{"id":"https://openalex.org/keywords/career-development","display_name":"career development","score":0.949999988079071},{"id":"https://openalex.org/keywords/ingratiation","display_name":"ingratiation","score":0.7749999761581421},{"id":"https://openalex.org/keywords/exploitation","display_name":"exploitation","score":0.7070000171661377},{"id":"https://openalex.org/keywords/resource-perspective","display_name":"resource perspective","score":0.5950000286102295},{"id":"https://openalex.org/keywords/sponsorship","display_name":"sponsorship","score":0.5230000019073486},{"id":"https://openalex.org/keywords/productive-assets","display_name":"productive assets","score":0.5669999718666077},{"id":"https://openalex.org/keywords/psychological-resources","display_name":"psychological resources","score":0.9300000071525574},{"id":"https://openalex.org/keywords/superior-subordinate-relationships","display_name":"superior-subordinate relationships","score":0.6930000185966492},{"id":"https://openalex.org/keywords/diminishing-returns","display_name":"diminishing returns","score":0.9129999876022339}],"concepts":[{"id":"https://openalex.org/C109929346","wikidata":"https://www.wikidata.org/wiki/Q17093083","display_name":"KISS (TNC)","level":2,"score":0.881900429725647},{"id":"https://openalex.org/C206345919","wikidata":"https://www.wikidata.org/wiki/Q20380951","display_name":"Resource (disambiguation)","level":2,"score":0.751678466796875},{"id":"https://openalex.org/C12713177","wikidata":"https://www.wikidata.org/wiki/Q1900281","display_name":"Perspective (graphical)","level":2,"score":0.7243587374687195},{"id":"https://openalex.org/C50335755","wikidata":"https://www.wikidata.org/wiki/Q483247","display_name":"Phenomenon","level":2,"score":0.5219935178756714},{"id":"https://openalex.org/C160682292","wikidata":"https://www.wikidata.org/wiki/Q999897","display_name":"Middle management","level":2,"score":0.5072305202484131},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.3827894926071167},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.37131962180137634},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.3536067008972168},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.34039437770843506},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.33533620834350586},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.14245015382766724},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.12228989601135254},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.07022872567176819},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C31258907","wikidata":"https://www.wikidata.org/wiki/Q1301371","display_name":"Computer network","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1111/joms.12855","doi":"https://doi.org/10.1111/joms.12855","is_oa":true,"landing_page_url":"https://doi.org/10.1111/joms.12855","pdf_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joms.12855","source":{"id":"https://openalex.org/S151705444","display_name":"Journal of Management Studies","issn_l":"0022-2380","issn":["0022-2380","1467-6486"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","ft50","jufo-3","ki-jl-1","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Management Studies","raw_type":"journal-article"},{"id":"pmh:oai:econstor.eu:10419/288199","doi":null,"is_oa":true,"landing_page_url":"https://hdl.handle.net/10419/288199","pdf_url":null,"source":{"id":"https://openalex.org/S4306401696","display_name":"Econstor (Econstor)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"doc-type:article"}],"best_oa_location":{"id":"doi:10.1111/joms.12855","doi":"https://doi.org/10.1111/joms.12855","is_oa":true,"landing_page_url":"https://doi.org/10.1111/joms.12855","pdf_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joms.12855","source":{"id":"https://openalex.org/S151705444","display_name":"Journal of Management Studies","issn_l":"0022-2380","issn":["0022-2380","1467-6486"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","ft50","jufo-3","ki-jl-1","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Management Studies","raw_type":"journal-article"},"sustainable_development_goals":[{"id":"https://metadata.un.org/sdg/8","score":0.48510000109672546,"display_name":"Decent work and economic growth"}],"sustainable_development_goals_aurora":[{"id":"https://metadata.un.org/sdg/1","score":0.5400000214576721,"display_name":"No poverty"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W4289637397.pdf","grobid_xml":"https://content.openalex.org/works/W4289637397.grobid-xml"},"referenced_works_count":128,"referenced_works":["https://openalex.org/W345530196","https://openalex.org/W605238179","https://openalex.org/W1491204858","https://openalex.org/W1562826511","https://openalex.org/W1854040280","https://openalex.org/W1894021554","https://openalex.org/W1964808626","https://openalex.org/W1967692040","https://openalex.org/W1976711235","https://openalex.org/W1981568883","https://openalex.org/W1983896653","https://openalex.org/W1983911192","https://openalex.org/W1984692464","https://openalex.org/W1986865620","https://openalex.org/W1987834455","https://openalex.org/W1988645744","https://openalex.org/W1992391590","https://openalex.org/W1994554260","https://openalex.org/W2000014148","https://openalex.org/W2000666096","https://openalex.org/W2001408456","https://openalex.org/W2003896160","https://openalex.org/W2009047232","https://openalex.org/W2013875734","https://openalex.org/W2015189649","https://openalex.org/W2016982845","https://openalex.org/W2019696859","https://openalex.org/W2025457205","https://openalex.org/W2029018462","https://openalex.org/W2030761143","https://openalex.org/W2031897773","https://openalex.org/W2046899796","https://openalex.org/W2048385562","https://openalex.org/W2051150366","https://openalex.org/W2061336947","https://openalex.org/W2062117938","https://openalex.org/W2062891511","https://openalex.org/W2066559452","https://openalex.org/W2073133792","https://openalex.org/W2075414668","https://openalex.org/W2076957904","https://openalex.org/W2077777369","https://openalex.org/W2086668575","https://openalex.org/W2094629080","https://openalex.org/W2095987105","https://openalex.org/W2098621558","https://openalex.org/W2099808856","https://openalex.org/W2100565599","https://openalex.org/W2101679165","https://openalex.org/W2102317009","https://openalex.org/W2106231063","https://openalex.org/W2107673891","https://openalex.org/W2109717435","https://openalex.org/W2114676677","https://openalex.org/W2118764719","https://openalex.org/W2125448512","https://openalex.org/W2125572308","https://openalex.org/W2127279430","https://openalex.org/W2133324218","https://openalex.org/W2141075879","https://openalex.org/W2143100066","https://openalex.org/W2144971549","https://openalex.org/W2146531185","https://openalex.org/W2151850580","https://openalex.org/W2153814444","https://openalex.org/W2154746903","https://openalex.org/W2154970946","https://openalex.org/W2155400986","https://openalex.org/W2161497363","https://openalex.org/W2170509308","https://openalex.org/W2191629140","https://openalex.org/W2194306371","https://openalex.org/W2207711973","https://openalex.org/W2217741215","https://openalex.org/W2248998893","https://openalex.org/W2261584135","https://openalex.org/W2301136494","https://openalex.org/W2406445971","https://openalex.org/W2412500514","https://openalex.org/W2423114841","https://openalex.org/W2468671342","https://openalex.org/W2482978990","https://openalex.org/W2508696794","https://openalex.org/W2530463103","https://openalex.org/W2563349210","https://openalex.org/W2581942536","https://openalex.org/W2588002853","https://openalex.org/W2592258887","https://openalex.org/W2608812750","https://openalex.org/W2625774310","https://openalex.org/W2738135550","https://openalex.org/W2752256521","https://openalex.org/W2768185331","https://openalex.org/W2773414802","https://openalex.org/W2779373328","https://openalex.org/W2790445291","https://openalex.org/W2808322485","https://openalex.org/W2809580469","https://openalex.org/W2810660781","https://openalex.org/W2891916199","https://openalex.org/W2895350357","https://openalex.org/W2904585083","https://openalex.org/W2924087714","https://openalex.org/W2937196943","https://openalex.org/W2955445256","https://openalex.org/W2994018831","https://openalex.org/W3022515455","https://openalex.org/W3023758029","https://openalex.org/W3044651816","https://openalex.org/W3049145865","https://openalex.org/W3081490523","https://openalex.org/W3082757774","https://openalex.org/W3121168043","https://openalex.org/W3122943863","https://openalex.org/W3123043436","https://openalex.org/W3168399368","https://openalex.org/W3202037228","https://openalex.org/W3209807569","https://openalex.org/W3212543584","https://openalex.org/W4206289945","https://openalex.org/W4226335504","https://openalex.org/W4230952802","https://openalex.org/W4230957748","https://openalex.org/W4242323407","https://openalex.org/W4248161867","https://openalex.org/W4253101435","https://openalex.org/W4323647114","https://openalex.org/W7053563158"],"related_works":["https://openalex.org/W7127969552","https://openalex.org/W2790445291","https://openalex.org/W2782884424","https://openalex.org/W7096652607","https://openalex.org/W2267931248","https://openalex.org/W2141495575","https://openalex.org/W7169863556","https://openalex.org/W3173977672","https://openalex.org/W7161630931","https://openalex.org/W2157660585"],"abstract_inverted_index":{"Abstract":[0],"There":[1],"are":[2],"myriad":[3],"organizational":[4],"anecdotes":[5],"about":[6],"middle":[7,46,87,137],"managers":[8,47,138],"who":[9],"advance":[10],"their":[11,17,23,58],"careers":[12],"by":[13],"ingratiating":[14],"themselves":[15],"with":[16],"superiors":[18,100],"while":[19],"exploiting":[20],"and":[21,36,81,101,113],"abusing":[22],"subordinates.":[24],"We":[25],"formally":[26],"define":[27],"this":[28],"behavioural":[29],"combination":[30],"as":[31,126],"the":[32,94,109,114,122],"Kiss\u2010Up\u2010Kick\u2010Down":[33],"(KUKD)":[34],"phenomenon":[35],"develop":[37],"a":[38,127],"resource\u2010focused":[39],"framework":[40],"that":[41,99],"not":[42,131],"only":[43,132],"explains":[44],"when":[45,108,136],"will":[48],"engage":[49,139],"in":[50,133,140],"KUKD,":[51],"but":[52,143],"also":[53,144],"how":[54,145],"such":[55,146],"behaviour":[56],"helps":[57],"career":[59],"progression":[60],"via":[61],"three":[62],"resource\u2010related":[63],"pathways:":[64],"One":[65],"path":[66,74,84],"involving":[67,75],"sponsorship":[68],"resource":[69,77,95],"gains":[70,78],"from":[71,79],"superiors,":[72],"another":[73],"productive":[76],"subordinates,":[80],"an":[82],"intra\u2010individual":[83],"related":[85],"to":[86],"managers'":[88],"own":[89],"psychological":[90],"resources.":[91],"Staying":[92],"within":[93],"framework,":[96],"we":[97,119],"theorize":[98],"subordinates":[102],"become":[103],"likely":[104],"targets":[105],"of":[106,124,135],"KUKD":[107,141],"former":[110],"is":[111,116],"resource\u2010poor":[112],"latter":[115],"resource\u2010rich.":[117],"Finally,":[118],"deliberate":[120],"on":[121],"role":[123],"time":[125],"crucial":[128],"boundary":[129],"condition:":[130],"terms":[134],"behaviours,":[142],"actions":[147],"involve":[148],"diminishing":[149],"returns.":[150]},"counts_by_year":[{"year":2026,"cited_by_count":6},{"year":2025,"cited_by_count":8},{"year":2024,"cited_by_count":5},{"year":2023,"cited_by_count":7}],"updated_date":"2026-10-24T09:50:30.924529","created_date":"2022-08-03T00:00:00"}
