Personality and Sales Performance: Situational Variation and Interactions between Traits

5 Pages Posted: 10 Mar 2005

See all articles by Peter Warr

Peter Warr

University of Sheffield - Department of Psychology

David Bartram

SHL Group - Research Division

Tamsin Martin

SHL Group - Research Division

Abstract

Recognizing that associations between personality and job performance can depend on situational characteristics, three samples of proactive, commission-earning sales-people were studied. Objective sales were found to be a function of individuals' Achievement Orientation and Potency, but also of low Agreeableness. Associations with Conscientiousness were not contingent on the level of other Big Five characteristics.

Suggested Citation

Warr, Peter and Bartram, David and Martin, Tamsin, Personality and Sales Performance: Situational Variation and Interactions between Traits. International Journal of Selection and Assessment, Vol. 13, No. 1, pp. 87-91, March 2005. Available at SSRN: https://ssrn.com/abstract=679130

Peter Warr (Contact Author)

University of Sheffield - Department of Psychology ( email )

Sheffield S10 2TN
United Kingdom

David Bartram

SHL Group - Research Division ( email )

The Pavilion
1 Atwell Place
Thames Ditton, Surrey KT7 0NE
United Kingdom

HOME PAGE: http://www.shl.com

Tamsin Martin

SHL Group - Research Division

The Pavilion
1 Atwell Place
Thames Ditton, Surrey KT7 0NE
United Kingdom

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