Document Type : مقالات
Authors
1 Assistant professor, of management college
2 MBA Islamic Azad University of Tehran
Abstract
The purpose of this research is to investigate the relationship between personality big five factors and sales performance by studying 205 sales persons of Kalleh FMCG company. According to results of this research there is a negative correlation between sales performance and neuroticism. However, extraversion and conscientiousness have affected sales performance positively. But we found no meaning full relationship between openness, agreeableness and sales performance. Furthermore, examining the relationship between sales performance and other personal characteristics such as age, sex, educations, and job experience showed no significant correlation. In our research, we also tried to recognize the factors structure of sales performance in the market of Iran through deploying factor analyses method according to the result of this analysis "direct sales", "market recognition", "improving the relationships & accuracy in evaluating reliability of customers" and "unsuccessful sales efforts" can be considered as components of sales performance in Iran. Comparing with job description of sales persons which was provided by Armstrong, it can be deducted from the findings that "accuracy in evaluating customer reliability and unlaces full sales efforts " are specific characteristics of the market of Iran.
Keywords
the relationships between the big five personality dimensions and job
performance-Journal of applied Psychology 1993,vol. 78,No.1,page 111-118
2- Barrick, Murray R., et al (2002). Personality and job performance: Test of
mediating effects of motivation among sales representatives - Journal of
Applied psychology 2002, vol. 87, No.1.000-000
3- Costa, Paul T. and Mc Care, Robert & PAR Staff (2000). Neo five-factor
inventory - interpretive report, client information sample, By PAR
Psychological assessment resources, Inc., 2000 - www.parinc.com
4- Costa, Paul T. and Mc Care, Robert (1992). Revised NEO personality
inventory (Neo PI-R) and neo five factor Inventory (NEO-FFI): Professional
manual, 1992, Psychological Assessment Resources INC.
5- Du Toit, Stephan and Du Toit, Matilda (2001). Lisrel users guide, persian
translated by dlavar,ali et al., 1st edition by Arasbaran publisher,
Tehran(2007)
6- Futrell, Charles M. (2001). Sales management, teamwork, leadership and
technology, Published by Harcourt Inc., 2001
7- Haghshenas, Hasan (2009). Personality psychology, 1st Edition, Shiraz
Unniversity publisher, Shiraz (2009)), (in Persian).
8- Hogan, Joyce and Holland, Brent (2002). Personality theory and job
performance: Using Theory to evaluate Personality and Job Performance
Relations: A Socioanalitic Perspective , Hogan Assessment Systems,2002,
www.hoganassessments.com
9- Johnston, Mark and Marshall, Greg (2009). Sales force management,
Published by The McGraw-Hill Companies Inc., 2009
10- Kalantari, Khalil (2008). Data processing in socio-economic research, 3th
Edition, Farhang Saba Publisher, Tehran, 2008), (in Persian).
11- Kerlinger, Ferd Nicols and Pedhazur, Elazar (2009). Multiple regression in
behavioral research 2ed edition 1982,Persian translated by Saraei, Hasan,
3th edition ,Samt publisher, Tehran(2009) (in Persian).
12- Leary,Myleen M., et al (2008). A study of personality preferences and
emotional intelligence,2008 - www.emeraldinsight.com/0143-7739.htm
13- Mansour far, Karim (2003). "Statistical methods", 6th edition, University of
Tehran Press, Tehran (2003)), (in Persian).
14- Mount, Michael and Barrick, Murray (1998). Five-factor model of
personality and performance in jobs involving interpersonal interactions
- Human performance,11(2/3), p145-165, 1998
15- Pervin Lawrence A. and John P. Oliver (2007). Personality theory &
Research,8th edition, Persian translated by Kadivar, P. & Javadi, M. ,2nd
Edition , Aeij Publisher, Tehran(2007)
16- Poon Teng Fatt, James (2000). Criteria used for evaluating sales person -
management research news, Volume 23 Number 12, 2000
17- Rajaram, Arun (2005). Job characteristics of a successful sales manager- A
thesis submitted to the Division of research and advanced studies of the
University of Cincinnati , 2005
18- Ryckman Richard M (2008). Theories of personality 9th edition, Persian
translated by Firooz bakht,Mehrdad, Arasbaran Publisher,1st edition
,Tehran(2008), (in Persian).
19- Sawyerr, Olukemi, et al (2009). Call center employee personality factors
and service performance ,2009 - www.emeraldinsight.com/0887-6045.htm
20- Shahandeh, Maryam (2008). Personality evalution tests and questionnaires,
1st edition, Rasesh Publisher, Tehran, 2007), (in Persian).
21- Suff,Paul and Reilly, Peter(2006). Selling rewards paying for performance
in your sales force,2006,Published by: Institute for employment studies,
University of Sussex Campus,UK
22- Westerman, et al (2007). The effects of work environment on the
personality-performance relationship: an exploratory study - Journal of
Managerial Issues. summer 2007, Entrepreneur.com
23- Wu, Pei-Chuan, et al (2008). The role of personality in relationship
closeness, developer assistance, and career success,008 -Elsevier, Journal of
Vocational behavior: www.elsevier.com/locate/jvb
)
Send comment about this article