Date of Award
Master of Arts (MA)
College of Humanities and Social Sciences
Thesis Sponsor/Dissertation Chair/Project Chair
Jason J. Dickinson
Extraversion, Selling--Psychological aspects
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.
Sevcik, William T., "The Curvilinear Effects of Extroversion on Subjective and Objective Sales Outcomes" (2016). Theses, Dissertations and Culminating Projects. 606.