Personality and Sales Performance : Situational Variation and Interactions between Traits

Recognizing that associations between personality and job performance can depend on situational characteristics, three samples of proactive, commission-earning sales-people were studied. Objective sales were found to be a function of individuals' Achievement Orientation and Potency, but also of low Agreeableness. Associations with Conscientiousness were not contingent on the level of other Big Five characteristics

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Year of publication:	2005
Authors:	Warr, Peter ; Bartram, David ; Martin, Tamsin
Publisher:	[S.l.] : SSRN
Subject:	Persönlichkeitspsychologie \| Personality psychology \| Verkaufspersonal \| Salespeople \| Persönlichkeitsmerkmal \| Personality trait \| Arbeitsleistung \| Job performance \| Absatz \| Sales

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Extent:	1 Online-Ressource (5 p)
Type of publication:	Book / Working Paper
Language:	English
Notes:	In: International Journal of Selection and Assessment, Vol. 13, No. 1, pp. 87-91, March 2005
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10014028241