scholarly journals THE ROLE OF ATTITUDES TOWARDS SALES IN PREDICTING SALES PERFORMANCE

2019 ◽  
Vol 22 (2) ◽  
pp. 147-160
Author(s):  
Lana Lučić ◽  
Alen Gojčeta
Keyword(s):  
Personality Traits ◽  
Linear Models ◽  
Sales Performance ◽  
Daily Basis ◽  
Contact Center ◽  
Predicting Success ◽  
Work Tasks ◽  
Employment Duration ◽  
Sales Work

Previous research has identified numerous employee’s individual differences that play a role in predicting success in sales work tasks. However, it seems that the role of attitudes towards sales and its relatedness to sales performance has not yet been in-vestigated, which was the aim of this study. This research was conducted on a sample of contact center agents who sell on a daily basis. We collected data on their demo-graphics, personality traits and attitudes towards sales. The information on agents’ objective monthly offer rate and sales performance across six months was provided by the employer. A series of hierarchical linear models showed that men sell more compa-red to women; that success in sales decreases over years of employment; that attitudes predict sales performance and that they are a better predictor then personality traits; and that offer rate does not mediate the relation of attitudes and closed sales. Further-more, the relation between attitudes and sales was not moderated by employee’s gen-der, level of education nor employment duration. These findings are interpreted in light of the theory of planned behavior.

scholarly journals Predicting success in the performing arts: Ballet and music

2020 ◽  
pp. 030573562091198
Author(s):  
Marija Jankovic ◽  
Stefan Bogaerts
Keyword(s):  
Personality Traits ◽  
School Performance ◽  
Big Five ◽  
Performing Arts ◽  
Spatial Abilities ◽  
Spatial Skills ◽  
Hierarchical Multiple Regression ◽  
Predicting Success ◽  
Perceptual Abilities

Besides innate dancing or musical predispositions, other factors contributing to success in these highly competitive domains are important to investigate. The present study examined the role of personality and intelligence in ballet and musical school performance. Data were obtained from 155 high school ballet ( n = 75) and music ( n = 80) students in Serbia (75% females, mean age = 16.12, SD = 1.14). Personality traits were assessed with the Big Five Inventory, and intelligence was assessed with the Cybernetic Intelligence Tests Battery, which measures perceptual, verbal, and spatial abilities. A hierarchical multiple regression was computed to investigate if ballet or musical success could be predicted by personality traits and intelligence. Personality traits and intelligence explained 26% of the variance in ballet success and 35% of the variance in musical success. Conscientiousness and general intelligence predicted both ballet and musical success. Low neuroticism and perceptual abilities contributed significantly to the prediction of a successful musical performance, whereas spatial skills had an important role in successful ballet achievement. This study adds to the understanding of the role of personality and intelligence in performing arts efficacy.

Role of Coping and Personality Traits Among LGB Individuals

2013 ◽  
Author(s):  
Jennifer C. Johnson ◽  
Caroline H. Stroud ◽  
Robert J. Cramer ◽  
James W. Crosby ◽  
Craig E. Henderson ◽  
...  
Keyword(s):  
Personality Traits

Role of Social Symptomatology in Understanding Dark Triad Personality Traits

2011 ◽  
Author(s):  
Rebecca Stead ◽  
Cynthia Fekken ◽  
Alexandra Kay ◽  
Kate Mcdermott
Keyword(s):  
Personality Traits ◽  
Dark Triad

Gender and Organizational Conflict Management: The Mediating Role of Personality

2018 ◽  
Author(s):  
Maciej Kościelniak ◽  
Jarosław Piotrowski ◽  
Magdalena Żemojtel-Piotrowska
Keyword(s):  
Conflict Management ◽  
Personality Traits ◽  
Structural Equation ◽  
Online Survey ◽  
Conflict Behavior ◽  
Equation Modeling ◽  
Conflict Management Styles ◽  
Mediating Role ◽  
Big Five Model

Many authors examined the interplay between gender and conflict management preferences, but those findings were often mixed and inconsistent. In the current paper we tried to explain those inconsistencies by investigating the mediating role of personality for the relationship of gender and conflict management. Rahim's inventory was used for identifying five conflict management styles, and Big Five Model theory was a base for assessing participants' personality traits. Data were collected from a sample of 1,055 working Poles (52.7% women), in an online survey. Based on the structural equation modeling we detected multiple indirect mediating paths of gender on conflict management via personality traits, while no direct effect of gender was observed. Despite some limitations, the study sheds light on the actual role of gender in conflict behavior and the importance of personality traits in the conflict management, both from a theoretical and practical perspective.

Role of personal values and personality traits on intention to recommend a destination

2020 ◽  
Author(s):  
Arnold Japutra ◽  
Sandra Maria Correia Loureiro ◽  
Shasha Wang
Keyword(s):  
Theory Of Planned Behavior ◽  
Personality Traits ◽  
Planned Behavior ◽  
Personal Values ◽  
Favorable Attitude ◽  
Extended Model ◽  
Extended Theory ◽  
Prosocial Values ◽  
Managerial Implications

In this study, the researchers explore the antecedents of tourists’ intention to recommend a destination using an extended Theory of Planned Behavior (TPB). Two personal values (i.e., prosocial and maturity) and two personality traits (i.e., extraversion and agreeableness), which are rarely studied but important elements for marketers to better understand the market (e.g., segment the market), are examined. To test the extended model of TPB, a survey (n=312) was conducted with tourists in Portugal. The researchers find support for the hypothesis that tourists with higher prosocial values, maturity values, and extraversion personality traits are more likely to have a favorable attitude toward a destination and a tendency to recommend the destination. Theoretical and managerial implications are discussed.

The Influence of Personality Traits on Consumer Impulsive Buying Behaviour

2016 ◽  
Vol 5 (1) ◽  
Author(s):  
Khagendra Nath Gangai ◽  
Rachna Agrawal
Keyword(s):  
Personality Traits ◽  
Cultural Influences ◽  
Buying Behavior ◽  
Doing Business ◽  
The Social ◽  
Impulsive Buying ◽  
Social And Physical Environment ◽  
The Common ◽  
Buying Behaviour

Consumer behavior is a complex phenomenon which is evolving according to the time, situations, demographic characteristics of individuals, personality traits, cultural influences etc. The personality of individuals is a unique dynamic organization of the characteristics of a particular person, physical and psychological, which influence behavior and responses to the social and physical environment. It gives the impression that consumer buying is always influenced by their personality. Therefore, many marketers make use of personality traits in the advertisement of products and at the same time they enhance their marketing strategy. The marketers always designed different products and target specific market segments which commonly addressed on individuals personality traits. The individuals few personality traits influence consumer for impulsive buying behavior. The aim of present research is to study the personality traits influence on consumer impulsive buying behavior as it will help to create opportunities of doing business and dealing with customers. The objectives of this research are: (1) to investigate the influence of personality traits on consumer impulsive buying behavior, and (2) to identify the role of gender and their personality traits influence on consumer impulsive buying behavior. To fulfill the purpose of the study, the researchers randomly collected sample and divided them on the basis of gender, 60 males and 60 females. Data were collected from Delhi and NCR region. The data were analyzed using statistical applications such as correlation and t Test. The result was revealed that the common personality traits have a significant relationship with impulsive buying behavior that is psychoticism in the case of male and female. The role of gender has significant differences in impulsive buying behavior. The man showed more impulsive buying behavior compare to women.

The Role of Negative Personality Traits in Psychological Adaptation

2019 ◽  
pp. 115-125
Author(s):  
Юлия Черткова ◽  
Yuliya Chertkova ◽  
Марина Егорова ◽  
Marina Yegorova
Keyword(s):  
Life Satisfaction ◽  
Personality Traits ◽  
Twin Study ◽  
Monozygotic Twins ◽  
Psychological Adaptation ◽  
Semantic Differential ◽  
Personal Traits ◽  
Only Children ◽  
Age Related

The paper reflects one of the aspects of the research carried out within the framework of the project “Nature of variability of negative personality traits: a twin study”. The research reviews the adaptive component of negative personal traits. The sample of the study consisted of 136 members of monozygotic twins and 401 only children in their families aged 18-78. Life satisfaction was a generalized metric of psychological adaptation. It is shown that a number of negative personality traits (in particular, narcissism, authoritarianism) positively correlate with life satisfaction. The biased value of various personality traits, which can also indirectly serve as an indicator of adaptability of these psychological properties, was assessed using a semantic differential. The age-related changes in the perfect image of the self, which are associated primarily with some more attractive negative personal traits, as well as the multidirectional desired changes in personality traits in themselves and the twin (more power and conflict in themselves and less of the same in the brother/sister) also indicate that a number of negative personal traits play a positive role in psychological adaptation. It is assumed that these traits can have a compensatory function during stress, and the destructiveness of these traits can have a greater impact on people around than on themselves.

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