Date of Award
1-2016
Document Type
Thesis
Degree Name
Master of Arts (MA)
College/School
College of Humanities and Social Sciences
Department/Program
Psychology
Thesis Sponsor/Dissertation Chair/Project Chair
Daniel Simonet
Committee Member
Kevin Askew
Committee Member
Jason J. Dickinson
Abstract
Recent advances in the shape of the extraversion-sales performance relationship suggests being highly introverted and highly extraverted can be detrimental to customer interactions. Using two archival data sets (Study 1: N = 574, Study 2: N = 168), the current study explored non-linear extraversion-sales performance relationships at both the factor- and facet-level for predicting objective and subjective criteria. Findings suggest significant non-linear relationships for extraversión facets with specific criteria combinations. Sales organizations should consider facets over factors for performance prediction. Implications for hiring extraverted sales professionals are discussed.
File Format
Recommended Citation
Sevcik, William T., "The Curvilinear Effects of Extroversion on Subjective and Objective Sales Outcomes" (2016). Theses, Dissertations and Culminating Projects. 606.
https://digitalcommons.montclair.edu/etd/606