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Big Five personality traits and financial salesperson performance: An application of Chernoff faces
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing. University of KwaZulu-Natal, South Africa .
University of Pretoria, South Africa.
2014 (English)In: Journal of Financial Services Marketing, ISSN 1363-0539, Vol. 19, no 2, 146-154 p.Article in journal (Refereed) Published
Abstract [en]

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.
Keyword [en]
Financial salesperson performance, Big 5 Personality, Chernoff faces
National Category
Social Sciences Psychology (excluding Applied Psychology) Economics and Business
Research subject
Business Studies
URN: urn:nbn:se:kth:diva-157116DOI: 10.1057/fsm.2014.10ScopusID: 2-s2.0-84901833882OAI: diva2:769124

QC 20150202

Available from: 2014-12-05 Created: 2014-12-05 Last updated: 2015-02-02Bibliographically approved

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