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

Subject(s)

Extraversion, Selling--Psychological aspects

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

PDF

Included in

Psychology Commons

Share

COinS