Identifying Successful Industrial Salesmen by Personality and Personal Characteristics

1977 ◽  
Vol 14 (4) ◽  
pp. 517-529 ◽  
Author(s):  
Lawrence M. Lamont ◽  
William J. Lundstrom
Keyword(s):  
Empirical Study ◽  
Empirical Research ◽  
Research Effort ◽  
Personal Characteristics ◽  
Selection Problem ◽  
Future Research ◽  
Personality Variables ◽  
Selection Of

Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of personality variables and personal characteristics that appear to have value in the selection of industrial salesmen are identified. A synthesis of theoretical and empirical research appropriate to the selection problem is reported, and some suggestions are made to guide future research in industrial selling.

Averting Diversity: A Review of Nominations and Appointments to the Philippine Supreme Court (1988-2008)

2011 ◽  
Vol 6 ◽  
pp. 1-18 ◽  
Author(s):  
Dante B. Gatmaytan ◽  
Cielo Magno
Keyword(s):  
Empirical Study ◽  
Supreme Court ◽  
Geographical Origin ◽  
Personal Characteristics ◽  
Legal Issues ◽  
Future Research ◽  
Professional Experience ◽  
Academic Background ◽  
The Supreme Court

AbstractThis paper is an empirical study on the nominations and appointments of Supreme Court Justices during a twenty-year period from 1988, when the Judicial and Bar Council (JBC) was created in the 1987 Philippine Constitution, to 2008. The study examines the profile of individuals nominated by the JBC including their gender, age, geographical origin, academic background, and professional experience. It also explores whether the appointing Presidents display any preferences based on personal characteristics relating the effects of these preferences to the diversity on the Supreme Court. The study indicates that nominees and appointees all hail from the same background. As a result, membership of the Supreme Court is sorely unrepresentative of Philippine society. This study sets the stage for future research that will determine how this lack of diversity on the Supreme Court can affect the resolution of legal issues.

PERSONAL CHARACTERISTICS OF INNOVATORS — AN EMPIRICAL STUDY OF ROLES IN INNOVATION MANAGEMENT

2010 ◽  
Vol 14 (06) ◽  
pp. 1129-1147 ◽  
Author(s):  
MARTINA N. MANSFELD ◽  
KATHARINA HÖLZLE ◽  
HANS GEORG GEMÜNDEN
Keyword(s):  
Empirical Study ◽  
Multivariate Analyses ◽  
Innovation Management ◽  
Personal Characteristics ◽  
International Firms ◽  
Expert Power ◽  
Innovation Project ◽  
Successful Innovation ◽  
Detailed Picture ◽  
Selection Of

First and foremost, innovation is driven by people. These people have specific personal characteristics and fulfil designated roles in innovation management. We have conducted an empirical study among 190 employees in R&D departments of mature international firms from four different countries (Germany, U.S.A., Great Britain and Switzerland) currently working on innovation projects. Using multivariate analyses, we could identify personal characteristics associated with different roles people can take over the course of an innovation project. These roles are called expert, power, process or relationship promotor as well as champion. The identified personal characteristics exhibit a distinctive pattern in their combined occurrence for each role. Our results show a detailed picture of specific personal characteristics of individuals, so called innovators, necessary for successful innovation. Based on these findings, we derive recommendations for a targeted human resource acquisition and a better selection of employees for successful innovation teams.

Psychology of Scientist: XXX. Credibility of Psychologists: An Empirical Study

1970 ◽  
Vol 27 (3) ◽  
pp. 835-838 ◽  
Author(s):  
Leonard D. Goodstein ◽  
Karen Lee Brazis
Keyword(s):  
Empirical Study ◽  
Empirical Research ◽  
Random Selection ◽  
The Other ◽  
Affective Reactions ◽  
Negative Findings ◽  
Professional Psychologists ◽  
The Many ◽  
Selection Of

In order to evaluate the effects of bias among psychologists, two virtually identical abstracts of presumably empirical research in the area of astrology were prepared, one with positive findings and the other with negative findings. The data collected by mail from a random selection of professional psychologists indicated that those Ss receiving the negative abstract rated the study as better designed, more valid, and as having more adequate conclusions than those receiving the positive abstract. The many emotionally charged spontaneous comments included with the responses suggests that strong affective reactions are involved, as well as prejudgments.

scholarly journals Maass, Pavon & Suitner HARMONIC ANALYSIS OF SOCIAL COGNITION

2021 ◽  
Author(s):  
Anne Maass
Keyword(s):  
Social Cognition ◽  
High Frequency ◽  
Personal Characteristics ◽  
Future Research ◽  
Weighted Sum ◽  
Social Stimuli ◽  
Low Frequencies ◽  
High Frequencies ◽  
The Social ◽  
Selection Of

In this paper, we argue that some fundamental concepts and tools of signal processing may beeffectively applied to represent and interpret social cognition processes. From this viewpoint,individuals or, more generally, social stimuli are thought of as a weighted sum of harmonics withdifferent frequencies: Low frequencies represent general categories such as gender, ethnic group,nationality, etc., whereas high frequencies account for personal characteristics. Individuals arethen seen by observers as the output of a filter that emphasizes a certain range of high or lowfrequencies. The selection of the filter depends on the social distance between the observingindividual or group and the person being observed as well as on motivation, cognitive resourcesand cultural background. Enhancing low- or high-frequency harmonics is not on equal footing, thelatter requiring supplementary energy. This mirrors a well-known property of signal processingfilters. More generally, in the light of this correspondence, we show that several established resultsof social cognition admit a natural interpretation and integration in the signal processinglanguage. While the potential of this connection between an area of social psychology and one ofinformation engineering appears considerable (compression, information retrieval, filtering,feedback, feedforward, sampling, aliasing, etc.), in this paper we shall limit ourselves to layingdown what we consider the pillars of this bridge on which future research may be founded.

scholarly journals Characterising COVID-19 empirical research production in Latin America and the Caribbean: a scoping review

2021 ◽  
Author(s):  
Cristián Mansilla ◽  
Cristian A. Herrera ◽  
Laura Boeira ◽  
Andrea Yearwood ◽  
Analia S. Lopez ◽  
...  
Keyword(s):  
Latin America ◽  
Empirical Research ◽  
Scoping Review ◽  
Research Effort ◽  
Epidemiological Studies ◽  
Primary Data ◽  
Future Research ◽  
Cross Sectional ◽  
The Caribbean ◽  
Global Research

ABSTRACTIntroductionThe Coronavirus Disease 2019 (COVID19) pandemic has struck Latin America and the Caribbean (LAC) particularly hard. One of the crucial areas in the international community’s response relates to accelerating research and knowledge sharing. The aim of this article is to map and characterise the existing empirical research related to COVID-19 in LAC countries and contribute to identify opportunities for strengthening future research.MethodsIn this scoping review, articles published between December 2019 and 11 November 2020 were selected if they included an empirical component (explicit scientific methods to collect and analyse primary data), LAC population was researched, and the research was about the COVID-19 pandemic, regardless of publication status or language. MEDLINE, EMBASE, LILACS, Scielo, CENTRAL and Epistemonikos were searched. All titles and abstracts, and full texts were screened by two independent reviewers. Data from included studies was extracted by one reviewer and checked by a second independent reviewer.Results14,406 records were found. After removing duplicates, 5,458 titles and abstracts were screened, of which 2,323 full texts were revised to finally include 1,626 empirical studies. The largest portion of research came from people/population of Brazil (54.6%), Mexico (19.1%), Colombia (11.2%), Argentina (10.4%), Peru (10.3%) and Chile (10%), while Caribbean countries concentrated 15.3%. The methodologies most used were cross-sectional studies (34.7%), simulation models (17.5%) and randomized controlled trials (RCTs) (13.6%). Using a modified version of WHO’s COVID-19 Coordinated Global Research Roadmap classification, 54.2% were epidemiological studies, followed by clinical management (22.3%) and candidate therapeutics (12.2%). Government and public funds support were reported in 19.2% of studies, followed by universities or research centres (9%), but 47.5% did not include any funding statement.ConclusionDuring the first part of the COVID-19 pandemic, LAC countries have contributed to the global research effort primarily with epidemiological studies, with little participation on vaccines research, meaning that this type of knowledge would be imported from elsewhere. Research agendas could be further coordinated aiming to enhance shared self-sufficiency regarding knowledge needs in the region.

scholarly journals Mentoring in Family Firms: A Reflective Analysis of Senior Executives' Perceptions

1999 ◽  
Vol 12 (4) ◽  
pp. 299-309 ◽  
Author(s):  
John Boyd ◽  
Nancy Upton ◽  
Michelle Wircenski
Keyword(s):  
Empirical Research ◽  
Family Business ◽  
Family Firms ◽  
Family Businesses ◽  
Future Research ◽  
Senior Executives ◽  
Strong Belief ◽  
Personal Experiences ◽  
Practical Tool ◽  
Selection Of

This paper reflectively analyzes 76 family business senior executives' perceptions of their personal experiences of being mentored. Although mentoring in family firms is a common recommendation, there is little empirical research supporting its use or efficacy. The findings from this research reveal that those who were mentored believe it is a vital tool for success. The data indicate a strong belief that the selection of the mentoring technique—formal or informal, performed by a family or nonfamily member—should depend on the parties involved and the situation. The analysis provides family businesses with a practical tool for the selection of appropriate mentoring methodologies. The paper also presents recommendations for future research.

scholarly journals Image og the Teacher in Schools Websites – Representative of the School

2015 ◽  
Vol 2 ◽  
pp. 281
Author(s):  
Baiba Āriņa ◽  
Raimonds Strods
Keyword(s):  
Empirical Study ◽  
Primary School ◽  
Empirical Research ◽  
School Context ◽  
Theoretical Literature ◽  
Selection Of

Article consists of three parts - theoretical, empirical research and recommendations for improvement the school website photo galleries. Publication analyses ideas (Weber&Mitchell, Ķestere, Kaļķe, Fischer&Kiefer, Veide) that reveal importance of the teacher's image in the representation of the school, significance of the picture and selfpromotion in the school context. The empirical study consider teacher’s image in 17 Latvian school website photo galleries and surveys 102 primary school student’s parents to find out their views on the school website photo galleries impact on the selection of the school for their children. Analysis of the theoretical literature and interpretation of the results of the study highlights recommendations for the improvement of the school website photo galleries as a type of school's self-representation.

An Empirical Investigation into Personal Characteristics' Effect on Choosing Complaint Channels

2019 ◽  
Vol 3 (4) ◽  
pp. 195-208
Author(s):  
Hannes Boepple ◽  
Janine Göttling ◽  
Marie-Christin Papen ◽  
Florian U. Siems
Keyword(s):  
Word Of Mouth ◽  
Empirical Investigation ◽  
Personal Characteristics ◽  
Negative Word ◽  
Channel Choice ◽  
Valuable Customer ◽  
Word Of Mouth Communication ◽  
Customer Reaction ◽  
Managerial Perspective ◽  
Selection Of

For companies, complaints are a valuable customer reaction to dissatisfaction. They enable the company to respond to customer issues to prevent them from changing supplier or spreading negative word-of-mouth communication. Previous research identified various influencing factors of complaint behaviour. However, it has been scarcely considered which aspects influence the selection of the complaint channel (e. g. telephone, social media). Therefore, a 1x2 experimental study (n = 244) was conducted. Results reveal effects of personal characteristics (aggressiveness, argumentativeness and social anxiety) on complaint channel choice. A moderating effect of failure severity was also partially found. From a managerial perspective, it is recommended to provide various complaint options. This would allow the disappointed consumer to choose an adequate complaint channel depending on his or her personality.

The Image of the Accountant in a German Context

2004 ◽  
Vol 4 (1) ◽  
pp. 62-89 ◽  
Author(s):  
Andreas Hoffjan
Keyword(s):  
Content Analysis ◽  
Empirical Study ◽  
Cost Reduction ◽  
Maximum Degree ◽  
Work Ethic ◽  
Personal Characteristics ◽  
Management Accountant ◽  
The Subject ◽  
Professional Context

This study introduces content analysis as a method of examining the accountant's role. The empirical study is based on 73 advertisements, which are directed primarily at employees who are affected by the management accountant's work. The findings of the study indicate that the subject of accountancy is used particularly in connection with promises of “cost reduction.” Consequently, the majority of advertisements use the accountant stereotype of “savings personified.” In a professional context, the work ethic of the management accountant is given particular emphasis in the advertisements. He/she identifies him/herself with his/her task to the maximum degree, is regarded as loyal to his/her company and, for the most part, is well organized in his/her work. However, the characterization of the management accountant as a well disciplined company-person conflicts with the negative portrayal of his/her professional qualities. In advertisements, the management accountant is portrayed as a rather inflexible, passive, and uncreative specialist who, as a result of these qualities, often demotivates others. The personal characteristics of the management accountant are shown in a negative light. This gives him/her the unappealing image of a humorless, envious, dissociated, and ascetic corporate-person.

scholarly journals Phishing for Long Tails: Examining Organizational Repeat Clickers and Protective Stewards

SAGE Open ◽  
2021 ◽  
Vol 11 (1) ◽  
pp. 215824402199065
Author(s):  
Matthew Canham ◽  
Clay Posey ◽  
Delainey Strickland ◽  
Michael Constantino
Keyword(s):  
Research Effort ◽  
Time Frame ◽  
Future Research ◽  
Negative Behaviors ◽  
Computer Abuse ◽  
Positive Behaviors ◽  
Phishing Attacks ◽  
Long Tails ◽  
Motivated Behaviors ◽  
External Actors

Organizational cybersecurity efforts depend largely on the employees who reside within organizational walls. These individuals are central to the effectiveness of organizational actions to protect sensitive assets, and research has shown that they can be detrimental (e.g., sabotage and computer abuse) as well as beneficial (e.g., protective motivated behaviors) to their organizations. One major context where employees affect their organizations is phishing via email systems, which is a common attack vector used by external actors to penetrate organizational networks, steal employee credentials, and create other forms of harm. In analyzing the behavior of more than 6,000 employees at a large university in the Southeast United States during 20 mock phishing campaigns over a 19-month period, this research effort makes several contributions. First, employees’ negative behaviors like clicking links and then entering data are evaluated alongside the positive behaviors of reporting the suspected phishing attempts to the proper organizational representatives. The analysis displays evidence of both repeat clicker and repeat reporter phenomena and their frequency and Pareto distributions across the study time frame. Second, we find that employees can be categorized according to one of the four unique clusters with respect to their behavioral responses to phishing attacks—“Gaffes,” “Beacons,” “Spectators,” and “Gushers.” While each of the clusters exhibits some level of phishing failures and reports, significant variation exists among the employee classifications. Our findings are helpful in driving a new and more holistic stream of research in the realm of all forms of employee responses to phishing attacks, and we provide avenues for such future research.

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