The Impact of Big Five Personality Traits on Salespeople's Performance : Exploring the Moderating Role of Culture

Yakasai, Abubakar Mukhtar; Jan, Muhammad Tahir

doi:10.12816/0018960

Cited by 12 publications

(9 citation statements)

References 55 publications

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“…A key objective of this approach emphasizes building long-term relationships with customers (Abed and Haghighi, 2009). The contributions of this selling behavior to superior sales performance have also been supported in research (Choi and Joung, 2017; Kaynak et al , 2016; Yakasai and Jan, 2015).…”

Section: Literature Reviewmentioning

confidence: 78%

Contribution of cultural intelligence to adaptive selling and customer-oriented selling of salespeople at international trade shows: does cultural similarity matter?

Pandey

Charoensukmongkol

2019

JABS

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Purpose This study aims to examine the contribution of cultural intelligence (CQ) to the level of adaptive selling behavior and customer-oriented selling behavior of salespeople in a cross-cultural selling context. Design/methodology/approach This study collected data from a total of 210 Thai salespeople who had been assigned to work at trade shows in Japan (n = 110) and in Vietnam (n = 100). Findings The findings show that salespeople with higher CQ tend to demonstrate a higher degree of adaptive selling behavior and customer-oriented selling behavior in both countries. The moderating effect analysis shows that the positive relationship between CQ and adaptive selling behavior is significantly higher for Thai salespeople in Japanese trade shows than in Vietnamese trade shows. Research limitations/implications This study uses cross-sectional data collection; therefore, the results have been interpreted as associations, but not causations. Practical implications The study suggests that CQ development programs could be considered as part of the training that organizations provide to salespeople to develop cross-cultural competencies to deal effectively with foreign customers. Originality/value This study provides additional evidence concerning the benefits of CQ in an occupational area that has not been previously explored. More importantly, the result regarding the positive linkage between CQ and adaptive selling behavior was significantly stronger in the country characterized by higher cultural differences. This also contributed to CQ research by showing that differences in a cultural context might also influence the benefits of CQ in relation to the outcome variables.

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Section: Literature Reviewmentioning

confidence: 78%

Contribution of cultural intelligence to adaptive selling and customer-oriented selling of salespeople at international trade shows: does cultural similarity matter?

Pandey

Charoensukmongkol

2019

JABS

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“…Several studies have testified to this finding although it might not be direct but similar variables. For example, (Yakasai & Jan, 2015) conducted an empirical study to examine the impact of Big Five Factor of personality traits on salespeople's' performance, the study found that big five-factor framework in predicting salespeople's performance. Equally, (Kuldeep & Bakhshi, 2010) found significant relationship between the big five personality trait and the three components model of organizational commitment and found the result to be positive correlation.…”

Section: Discussionmentioning

confidence: 99%

The Predicting Role of the Big Five Personality Traits on the Internal Marketing in the Nigerian Banking Industry

Yusuf

Olamide

2018

AFMJ

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Abstract:The bank reformations often led to higher workloads on the remaining staff which affected the quality of service. This is due to extra workloads on employees who remain working in the banking sector to carry out several jobs or workloads due to downsizing exercise which contribute to many stress-related sicknesses. This stress laden employment environment has greatly affected employee personality make up. Therefore, this study aimed to investigate the impact of employee personality factors, comprises of extroversion, neuroticism, agreeableness, conscientiousness and openness to experience on the internal marketing of employees in Nigerian banking industry. Purposive convenient sampling technique was used to select 221 frontline bank employees in Nigeria as respondents in the study. Questionnaires served as the main instrument of the study for data collection. Multiple regression analysis was used as the major method of data analysis. The big five personality traits theory and the mediated theory of internal marketing were used to underpin the research framework. Findings from this study could serve as future guidelines for Nigerian banks to inculcate the spirit of personality factors, comprises of extroversion, neuroticism, agreeableness, conscientiousness and openness to experience in the bank employee as well as incorporate internal marketing as a core strategy in order to meet employees' demands and fulfil customers' needs.

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“…Many researchers and practitioners have evaluated the relationship between the five-factor model and sales performance (e.g., Deeter-Schmelz & Sojka, 2007;Fletcher, 2013;Ma, Yu, & Cheng, 2013;Salleh & Kamaruddin, 2011;Schultz & Schultz, 2016;Sitser et al, 2013;Stautz & Cooper, 2013;Sung & Choi, 2009;Yakasai & Jan, 2015). Likewise, studies from Baririck and Mount (1991), Salgado (1997), Hurtz and Donovan (2000), Gutin and Punnen (2006) believe conscientiousness is a valid predictor of sales performance together with highest predictive validity in diverse occupations.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Miller (2015) notes the five-factor model (FFM) is based on the assertion there is a strong connection between the personality of a salesperson and their work performance. Prior studies have investigated this notion in the retail, banking, insurance and hotel industries (Barrick & Mount, 1991;Hurtz & Donovan, 2000;Magandini & Ngwenya, 2015;Yakasai & Jan, 2015). Sung and Choi (2009) claimed there is a nexus between personality and an individual's creativity.…”

Section: Introductionmentioning

confidence: 99%

The Effect of Personality Traits on Sales Performance: An Empirical Investigation to Test the Five-Factor Model (FFM) in Pakistan

Waheed¹,

Yang²,

Webber³

2017

IJIKM

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Aim/Purpose: The present study investigates the relationship between the five-factor model (FFM) of personality traits and sales performance in Pakistan. Background: Personality is a well-researched area in which numerous studies have examined the correlation between personality traits and job performance. In this study, a positive effect between the various dimensions of the five-factor model (extraversion, agreeableness, conscientiousness, emotional stability, and open to experience) and sales performance in Pakistan is investigated. Methodology: Pearson’s correlation values as well as analysis methodologies were employed to gather descriptive statistics, reliability analysis, correlation analysis, and use the analytical hierarchy process (AHP). Cronbach’s alpha value helped determine the internal consistency of the group items. Questionnaires were distributed among 600 salespersons in various cities of Pakistan from April 2015 to January 2016. Subsequently, 510 questionnaires were acquired for the sample. Contribution: The current study contributes to the literature on personality traits and sales performance by applying empirical evidence from sales managers in three industries of Pakistan: pharmaceutical, insurance, and electronics. Findings: The results affirmed a positive effect of the five-factor model on sales performance among various industries in Pakistan. The effect of each sub-factor from the five-factor model was examined autonomously. There is a favorable benefit to sales managers in considering FFM when making hiring decisions. Impact on Society: FFM offers important insights into personality traits that work well within Pakistani sales industry structure. Future Research: A broader rendering of the effects of FFM on sales organizations in other geographical locations around Pakistan should be considered. Additionally, an extended study should be conducted to investigate the effects of FFM on female sales employees involving religious and cultural forces within that country.

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The Impact of Big Five Personality Traits on Salespeople's Performance : Exploring the Moderating Role of Culture

Cited by 12 publications

References 55 publications

Contribution of cultural intelligence to adaptive selling and customer-oriented selling of salespeople at international trade shows: does cultural similarity matter?

Contribution of cultural intelligence to adaptive selling and customer-oriented selling of salespeople at international trade shows: does cultural similarity matter?

The Predicting Role of the Big Five Personality Traits on the Internal Marketing in the Nigerian Banking Industry

The Effect of Personality Traits on Sales Performance: An Empirical Investigation to Test the Five-Factor Model (FFM) in Pakistan

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