Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You and Your Team.

Learn More →

Are salespeople born or made? Biology, personality, and the career satisfaction of salespeople

Are salespeople born or made? Biology, personality, and the career satisfaction of salespeople Purpose – The purpose of this paper is to investigate the relationship between personality traits and both job and career satisfaction among salespeople. The authors also wished to examine the extent to which biologically based personality traits provided insights into job and career satisfaction. Design/methodology/approach – The authors used latent profile analysis (LPA) to assess a sample of 299 salespeople along the dimensions of emotional stability, extraversion, work drive, teamwork orientation, customer service orientation, optimism and both job and career satisfaction. Findings – The findings revealed two distinct groups, and these groups were markedly different along the biologically based traits of optimism, extraversion, emotional stability and along both job and career satisfaction. The differences across these groups were especially pronounced for career satisfaction. Practical implications – Our findings suggest that firms might wish to devote limited resources to improving the skill sets of salespeople with the “right” disposition, rather than attempting to train candidates to cope with the emotional and visceral aspects of sales. Originality/value – The relationship between biologically based traits and job/career satisfaction has not yet been examined. Moreover, the use of LPA provides interesting insights that regression or structural equation modeling-based approaches would not. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Are salespeople born or made? Biology, personality, and the career satisfaction of salespeople

Loading next page...
 
/lp/emerald-publishing/are-salespeople-born-or-made-biology-personality-and-the-career-uOl0I3coyM
Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0885-8624
DOI
10.1108/JBIM-12-2012-0257
Publisher site
See Article on Publisher Site

Abstract

Purpose – The purpose of this paper is to investigate the relationship between personality traits and both job and career satisfaction among salespeople. The authors also wished to examine the extent to which biologically based personality traits provided insights into job and career satisfaction. Design/methodology/approach – The authors used latent profile analysis (LPA) to assess a sample of 299 salespeople along the dimensions of emotional stability, extraversion, work drive, teamwork orientation, customer service orientation, optimism and both job and career satisfaction. Findings – The findings revealed two distinct groups, and these groups were markedly different along the biologically based traits of optimism, extraversion, emotional stability and along both job and career satisfaction. The differences across these groups were especially pronounced for career satisfaction. Practical implications – Our findings suggest that firms might wish to devote limited resources to improving the skill sets of salespeople with the “right” disposition, rather than attempting to train candidates to cope with the emotional and visceral aspects of sales. Originality/value – The relationship between biologically based traits and job/career satisfaction has not yet been examined. Moreover, the use of LPA provides interesting insights that regression or structural equation modeling-based approaches would not.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Mar 2, 2015

There are no references for this article.