Big Five personality traits and financial salesperson performance: An application of Chernoff faces
2014 (English)In: Journal of Financial Services Marketing, ISSN 1363-0539, Vol. 19, no 2, 146-154 p.Article in journal (Refereed) Published
Identifying the personality traits of effective sales people has been a long-standing challenge to sales managers and researchers in a wide range of contexts, from business to business, to retail and services. A definitive identification of the characteristics of the ideal salesperson remains elusive. We investigate the impact of the Big 5 personality traits on the performance of salespersons in a large financial services organization, our purpose being to graphically illustrate how personality traits differ, according to different levels of sales performance. We present the results graphically using Chernoff faces. The study demonstrates that this approach provides valuable insights to sales managers, and has several possible applications in relation to financial salesperson-performance management.
Place, publisher, year, edition, pages
2014. Vol. 19, no 2, 146-154 p.
Financial salesperson performance, Big 5 Personality, Chernoff faces
Social Sciences Psychology (excluding Applied Psychology) Economics and Business
Research subject Business Studies
IdentifiersURN: urn:nbn:se:kth:diva-157116DOI: 10.1057/fsm.2014.10ScopusID: 2-s2.0-84901833882OAI: oai:DiVA.org:kth-157116DiVA: diva2:769124
QC 201502022014-12-052014-12-052015-02-02Bibliographically approved