The Impact of Salesperson’s Personality to Job Performance in Machinery Industry in Viet Nam

Abstract

This research focuses on identifying and measuring key personality factors affecting the job performance of salesperson working in the machinery industry in Vietnam. A total number of 218 salesperson working in machinery industry were surveyed. After evaluating Cronbach's Alpha and using the regression analysis technique, the results show the impact level of personality trait factors affecting the job performance of salesperson working in machinery industry. Ordered from the highest to the lowest effects on job performance, these factors are: agreeableness, openness to experience, conscientiousness, extraversion, and neuroticism. Five research hypotheses are accepted. Specifically, openness to experience, conscientiousness, extraversion, and agreeableness have positive impacts on job performance of salesperson working in machinery industry in Vietnam. However, neuroticism has a negative impact on job performance of salesperson. This research results indicate the level of impact of personality traits on the sales staff performance in machinery industry. Many people apply to this profession as a career choice. Each occupation is suitable for certain personality trait, which changes very little during adulthood. Research also shows that each personality trait always has its strengths and weaknesses. The educational environment should create conditions for learners to develop their character in a natural way.

The effect of internal knowledge transfer on the relationship between personality traits and employee service performance: a multilevel model

“…Employees with openness-to-experience personality trait are also likely to exhibit high levels of service performance due to their autonomy, intellectual curiosity, adaptability and need for variety (Bing and Lounsbury, 2000; Costa and McCrae, 1992). Our results align with previous studies by Huynh et al (2020) and Shahreki et al (2020) regarding the positive association between extraversion and employee service performance. However, our study distinguishes itself from these works by delving into employee service performance as a performance outcome of extraversion personality, whereas prior studies have examined the predictive role of extraversion on job performance in general.…”

“…However, our study distinguishes itself from these works by delving into employee service performance as a performance outcome of extraversion personality, whereas prior studies have examined the predictive role of extraversion on job performance in general. Furthermore, our finding regarding the positive link between openness to experience and employee service performance is consistent with the findings from Frieder et al (2018) and Huynh et al (2020). However, while our study focuses on employee service performance stimulated by openness to experience, those studies unpacked job performance in general as the performance outcome of open-to-experience personality.…”

“…Furthermore, by providing further support for the links between these two personality traits and employee service performance, our research fills a gap in terms of mixed results regarding employees’ personality traits and their job performance. While some evidence has been found that supports the effects of extraversion and openness to experience on job performance (Huynh et al , 2020), other studies have found no support for the performance benefits of extraversion (Frieder et al , 2018) or openness to experience (Shahreki et al , 2020). Additionally, other studies have reported a negative link between extraversion and employee performance (Stewart and Carson, 1995) and a negative association between openness to experience and employee performance (Sawyerr et al , 2009).…”

HEXACO Personality Traits and Job Seekers’ Networking Behavior: The Effect of Network Size

“…performance and satisfaction, career success, and life quality (Barrick & Mount, 1991;Fullarton et al, 2013;Hagberg, Hagberg, & Saveman, 2002;Han, 2020;Huynh et al, 2020;Jalal et al, 2019;Nettle, 2007;Sutin et al, 2009;Wrosch & Scheier, 2003). Nettle (2007) suggested that personality -"what makes you the way you are" -is described as a personal disposition that can predict what they will do.…”

How does gratitude relate to nurses' job satisfaction? The mediating role of resilience and stress

“…Moreover, research has indicated that stress is a noteworthy factor in predicting low job satisfaction (Yang et al, 2021). Based on the above evidence, it could be speculated that gratitude, stress, and job satisfaction are closely related.…”