The Five Factor Model of Personality and Sales Performance

Abstract. Research and meta-analysis has suggested that individuals with high Conscientiousness and Extraversion, as well as low Neuroticism, perform better in sales occupations. In the present study 66 sales consultants from a sports organization completed the NEO-FFI and scores were correlated with their sales performance. Conscientiousness and Openness did show a positive relationship and Agreeableness a negative relationship with sales, however, Extraversion and Neuroticism showed no statistically significant relationship. The implications of these results and the applicability of the Five Factor model or personality traits for personnel selection are discussed.

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PERSONALITY TRAITS AND VERBAL FLUENCY IN 10 COHORTS

Innovation in Aging ◽

10.1093/geroni/igz038.2859 ◽

2019 ◽

Vol 3 (Supplement_1) ◽

pp. S777-S778

Author(s):

Antonio Terracciano ◽

Angelina R Sutin

Keyword(s):

Cognitive Impairment ◽

Personality Traits ◽

Verbal Fluency ◽

Factor Model ◽

Five Factor Model ◽

Meta Analysis ◽

Age Groups ◽

Cognitive Outcomes ◽

Semantic Fluency ◽

Age Range

Abstract Personality traits are associated with cognitive outcomes across the lifespan, including cognitive function in young adulthood and risk of cognitive impairment and dementia in old age. This study examined the association between the Five Factor Model personality traits and verbal fluency in 10 cohorts (11 samples) that totaled more than 90,000 participants (age range 16-101). Meta-analysis indicated that participants who scored lower in Neuroticism, and higher in Extraversion, Openness, and Conscientiousness retrieved more words, independent of age, gender, and education. These associations were consistent across semantic and letter fluency tasks. Moderation analysis indicated that the associations between personality and semantic fluency were stronger in older samples (except for Openness) and among individuals with lower education. This pattern suggests that these associations are stronger in groups vulnerable to cognitive impairment and dementia. Personality traits have pervasive associations with fluency tasks that are replicable across samples and age groups.

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The Five-Factor Model personality traits in schizophrenia: A meta-analysis

Psychiatry Research ◽

10.1016/j.psychres.2016.04.004 ◽

2016 ◽

Vol 240 ◽

pp. 34-41 ◽

Cited By ~ 35

Author(s):

Kazutaka Ohi ◽

Takamitsu Shimada ◽

Yusuke Nitta ◽

Hiroaki Kihara ◽

Hiroaki Okubo ◽

...

Keyword(s):

Personality Traits ◽

Factor Model ◽

Five Factor Model ◽

Meta Analysis

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Bucher et al. Personality traits and treatment outcomes meta-analysis

10.31219/osf.io/3ezhc ◽

2019 ◽

Author(s):

Meredith Bucher ◽

Takakuni Suzuki ◽

Douglas Samuel

Keyword(s):

Personality Traits ◽

Treatment Outcomes ◽

Personality Assessment ◽

Factor Model ◽

Five Factor Model ◽

Meta Analysis ◽

Therapy Outcomes ◽

Duration Of Treatment ◽

Therapeutic Outcomes ◽

Common Framework

Personality traits have been hypothesized to be clinically useful for diagnosis, client conceptualization, treatment planning, as well as for predicting treatment outcomes. Although several studies examined the relation between personality traits and specific therapy outcomes, this literature has not yet been systematically reviewed. Thus, the purpose of the current study was to investigate the relations between personality traits and various therapeutic outcomes. Traits were organized via the domains of the five-factor model to provide a common framework for interpreting effects. Across 99 studies (N=107,206), overall findings indicated that traits were systematically related to outcomes, with many specific relations congruent with theorized predictions. Generally, lower levels of neuroticism and higher levels of extraversion, agreeableness, conscientiousness, and openness were associated with more favorable outcomes. More specifically, agreeableness had positive associations with therapeutic alliance and conscientiousness was positively related to abstinence from substances suggesting these traits are likely a beneficial factor to consider at the outset of services. Personality traits also related to various outcomes differently based on moderators. For example, duration of treatment moderated links between traits and outcomes suggesting these effects are amplified over longer services. Overall results suggest that personality assessment can aid with case conceptualization by suggesting potential strengths as well as barriers to treatment.

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The Relationship Between Gambling Problems and the Five-Factor Model of Personality: A Systematic Review and Meta-Analysis

Frontiers in Psychiatry ◽

10.3389/fpsyt.2021.740235 ◽

2021 ◽

Vol 12 ◽

Author(s):

Rune Strømme ◽

Karine Holthe Børstad ◽

Andrea Eftang Rø ◽

Eilin Kristine Erevik ◽

Dominic Sagoe ◽

...

Keyword(s):

Systematic Review ◽

Personality Traits ◽

Factor Model ◽

Five Factor Model ◽

Meta Analysis ◽

Drop Out ◽

Cochrane Library ◽

Newcastle Ottawa Scale ◽

Trim And Fill ◽

Meta Analyses

Objectives: The aim of the present meta-analysis was to synthesize results from the association between problem gambling (PG) and dimensions of the five factor model of personality and to identify potential moderators (gambling diagnosis: yes/no, comorbidity: yes/no and trait assessment: four or fewer items vs. five items or more) of these associations in meta-regressions.Methods: Searches were conducted in six databases; Medline, Web of Science, PsychInfo, Google Scholar, OpenGrey, and Cochrane Library (conducted on February, 22, 2021). Included studies: (1) reported a relationship between PG and at least one of the personality traits in the five-factor model, (2) contained information of zero-order correlations or sufficient data for such calculations, and (3) were original articles published in any European language. Case-studies, qualitative studies, and reviews were excluded. All articles were independently screened by two authors. Final agreement was reached through discussion or by consulting a third author. Risk of bias of the included studies was assessed by the Newcastle-Ottawa Scale. Data were synthesized using a random effects model.Results: In total 28 studies, comprising 20,587 participants, were included. The correlations between PG and the traits were as follows: Neuroticism: 0.273 (95% CI = 0.182, 0.358), conscientiousness −0.296 (95% CI = −0.400, −0.185), agreeableness −0.163 (95% CI = −0.223, −0.101), openness −0.219 (95% CI = −0.308, −0.127), and extroversion −0.083 (95% CI = −0.120, −0.046). For all meta-analyses the between study heterogeneity was significant. Presence of gambling diagnosis was the only moderator that significantly explained between-study variance showing a more negative correlation to extroversion when participants had a gambling diagnosis compared to when this was not the case.Discussion: The results indicated some publication bias. Correcting for this by a trim-and-fill procedure showed however that the findings were consistent. Clinicians and researchers should be aware of the associations between personality traits and PG. Previous studies have for example showed neuroticism to be related to treatment relapse, low scores on conscientiousness to predict treatment drop-out and agreeableness to reduce risk of treatment drop-out.Systematic Review Registration: PROSPERO (CRD42021237225).

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The Five-Factor Model of Personality and Generalized Self Efficacy

Journal of Individual Differences ◽

10.1027/1614-0001/a000345 ◽

2021 ◽

pp. 1-11

Author(s):

Urszula Barańczuk

Keyword(s):

Personality Traits ◽

Big Five ◽

Self Efficacy ◽

Factor Model ◽

Current Knowledge ◽

Five Factor Model ◽

Meta Analysis ◽

Big Five Personality Traits ◽

Big Five Personality ◽

The Relationship

Abstract. The aim of the study was to evaluate the relation between the Big Five personality traits and generalized self-efficacy. Data for the meta-analysis were collected from 53 studies, which included 60 independent samples, 188 effect sizes, and 28,704 participants. Lower neuroticism and higher extraversion, openness to experience, agreeableness, and conscientiousness were associated with greater generalized self-efficacy. Personality traits and generalized self-efficacy measurements, as well as age, moderated the relationship between the Big Five personality traits and generalized self-efficacy. The study extends current knowledge on the associations between personality traits and generalized self-efficacy.

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Perfectionism and the Five-Factor Model of Personality: A Meta-Analytic Review

Personality and Social Psychology Review ◽

10.1177/1088868318814973 ◽

2019 ◽

Vol 23 (4) ◽

pp. 367-390 ◽

Cited By ~ 23

Author(s):

Martin M. Smith ◽

Simon B. Sherry ◽

Vanja Vidovic ◽

Donald H. Saklofske ◽

Joachim Stoeber ◽

...

Keyword(s):

Personality Traits ◽

Random Effects ◽

Factor Model ◽

Five Factor Model ◽

Meta Analysis ◽

Personal Standards ◽

Socially Prescribed Perfectionism ◽

Analytic Review ◽

High Standards ◽

Concern Over Mistakes

Over 25 years of research suggests an important link between perfectionism and personality traits included in the five-factor model (FFM). However, inconsistent findings, underpowered studies, and a plethora of perfectionism scales have obscured understanding of how perfectionism fits within the FFM. We addressed these limitations by conducting the first meta-analytic review of the relationships between perfectionism dimensions and FFM traits ( k = 77, N = 24,789). Meta-analysis with random effects revealed perfectionistic concerns (socially prescribed perfectionism, concern over mistakes, doubts about actions, and discrepancy) were characterized by neuroticism ([Formula: see text] = .50), low agreeableness ([Formula: see text] = −.26), and low extraversion ([Formula: see text] = −.24); perfectionistic strivings (self-oriented perfectionism, personal standards, and high standards) were characterized by conscientiousness ([Formula: see text] = .44). Additionally, several perfectionism–FFM relationships were moderated by gender, age, and the perfectionism subscale used. Findings complement theory suggesting that perfectionism has neurotic and non-neurotic dimensions. Results also underscore that the (mal)adaptiveness of perfectionistic strivings hinges on instrumentation.

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PM533. The Five-Factor Model Personality Traits in Schizophrenia: Meta-Analysis

The International Journal of Neuropsychopharmacology ◽

10.1093/ijnp/pyw041.533 ◽

2016 ◽

Vol 19 (Suppl_1) ◽

pp. 94-94

Keyword(s):

Personality Traits ◽

Factor Model ◽

Five Factor Model ◽

Meta Analysis

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The Five Factor Model of Personality in Business and Industry

10.1093/oxfordhb/9780199352487.013.1 ◽

2015 ◽

Author(s):

Scott E. Siebert ◽

David S. DeGeest

Keyword(s):

Organizational Behavior ◽

Personality Traits ◽

Personnel Selection ◽

Factor Model ◽

Five Factor Model ◽

Employee Motivation ◽

Early Years ◽

Future Research ◽

Open Questions ◽

Unrealistic Expectations

Personality traits have played a central role in industrial/organizational psychology, human resource management, and organizational behavior, the key fields in the application of psychology to business and industry. In the early years, excessive optimism led scholars to unrealistic expectations about the value of personality traits at work. This was followed by a period of profound pessimism regarding the value of personality as an explanatory variable when the unrealistic expectations were inevitably disappointed. More recently, advances in theory and methodology have led scholars to re-examine the role of personality with more realistic expectations. The Five Factor Model (FFM) has predominated as an integrative personality structure for conceptualizing and researching the relationship of personality to workplace outcomes. Five specific domains of research are considered herein: personnel selection; employee motivation, attitudes, and behavior; leadership; teams; and entrepreneurship. The chapter ends with open questions for future research in this domain.

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Five-Factor Personality Traits and RIASEC Interest Types: A Multivariate Meta-Analysis

Journal of Career Assessment ◽

10.1177/1069072718780447 ◽

2018 ◽

Vol 27 (3) ◽

pp. 527-543 ◽

Cited By ~ 1

Author(s):

Sandra M. Hurtado Rúa ◽

Graham B. Stead ◽

Ashley E. Poklar

Keyword(s):

Career Choice ◽

Personality Traits ◽

Factor Model ◽

Five Factor Model ◽

Meta Analysis ◽

Measurement Scales ◽

Moderator Variables ◽

Moderating Variables ◽

Meta Regression ◽

The Relationship

Determining the relationships between five-factor model (FFM) personality dimensions and Realistic, Investigative, Artistic, Social, Enterprising, and Conventional (RIASEC) types is important for counselors and clients during the career choice process. There have been mixed findings regarding this relationship, necessitating this research. The purpose of this study was to determine the relationship between the FFM and RIASEC interest types employing a multivariate meta-regression meta-analysis. Thirty-four studies with 43 independent samples comprising 19,872 participants were employed. Moderator variables included mean age, country of sample, publication year, and FFM and RIASEC Measurement Scales. Estimated correlations between FFM and RIASEC scores ranged from −.08 to .36 suggesting that personality and interests are more distinct constructs than previously thought. FFM Measurement Scales and RIASEC scores by country of sample are important moderating variables in the FFM-RIASEC relationship. The findings have important implications for counseling and research.

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