When Intelligence is (Dys)Functional for Achieving Sales Performance

55 Pages Posted: 20 Jun 2008

See all articles by Willem Verbeke

Willem Verbeke

Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE)

Frank Belschak

University of Cologne - Department of Economics

Arnold B. Bakker

University of Utrecht

Bart Dietz

Erasmus University Rotterdam (EUR)

Date Written: June 18, 2008

Abstract

Using two different samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and thinking styles) allows salespeople to reach their sales goals. The study finds evidence for an interaction between GMA and social competence. If combined with high social competence, high GMA leads to highest sales performance; if combined with low social competence, high GMA leads to lowest sales performance. In addition, interaction effects between GMA and a judicial thinking style were found. Salespeople high on GMA have the most potential for attaining high levels of sales performance when combined with specific skills; when lacking these skills they may become the firm’s worst performers.

Keywords: sales, knowledge based marketing, knowledge, general mental ability, thinking styles

JEL Classification: C44, M31, M

Suggested Citation

Verbeke, Willem and Belschak, Frank and Bakker, Arnold B. and Dietz, Bart, When Intelligence is (Dys)Functional for Achieving Sales Performance (June 18, 2008). ERIM Report Series Reference No. ERS-2008-034-MKT, Available at SSRN: https://ssrn.com/abstract=1148490

Willem Verbeke (Contact Author)

Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) ( email )

P.O. Box 1738
3000 DR Rotterdam, NL 3062 PA
Netherlands

Frank Belschak

University of Cologne - Department of Economics ( email )

Herbert-Lewin-Str.2
Cologne, 50931
Germany
+49 221 470 2500 (Phone)
+49 221 470 5175 (Fax)

Arnold B. Bakker

University of Utrecht ( email )

Vredenburg 138
NL-3508 TC Utrecht, 3511 BG
Netherlands

Bart Dietz

Erasmus University Rotterdam (EUR) ( email )

Burgemeester Oudlaan 50
3000 DR Rotterdam, Zuid-Holland 3062PA
Netherlands

Here is the Coronavirus
related research on SSRN

Paper statistics

Downloads
171
Abstract Views
1,265
rank
193,539
PlumX Metrics