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  • 1. Harrison, Tina
    et al.
    Lilford, Neil
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Financial Services Marketing and Consumption2016In: CELEBRATING AMERICA'S PASTIMES: BASEBALL, HOT DOGS, APPLE PIE AND MARKETING?, 2016, p. 117-118Conference paper (Refereed)
  • 2.
    Lilford, Neil
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Effect of respondents' personality on resistance to change and the sales force2014In: Journal of Financial Services Marketing, ISSN 1363-0539, E-ISSN 1479-1846, Vol. 9, p. 155-164Article in journal (Refereed)
    Abstract [en]

    The purpose of this study is to investigate the effect of the Big-Five Personality dimensions on Resistance-to-change (RTC). The data from a sample of 200 sales people was collected from a large financial services firm in South Africa. Principal-components factor analysis, followed by Varimax rotation, was undertaken to test the factor structure and the internal validity of the measures employed. Correlation analysis was undertaken to determine whether insurance salespersons personality types are related to the reported levels of Resistance-to-Change. The results are reported, the limitations are noted, and directions for future research are indicated.

  • 3.
    Lilford, Neil
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing.
    Caruana, Albert
    Pitt, Leyland
    Psychometric properties of the feedback orientation scale among south african salespersons2014In: Psychological Reports, ISSN 0033-2941, E-ISSN 1558-691X, Vol. 114, no 1, p. 126-133Article in journal (Refereed)
    Abstract [en]

    Feedback to employees is an important management tool, and the literature demonstrates that it has a positive effect on learning, motivation, and job performance. This study investigates in a non-U.S. context the psychometric properties of the Feedback Orientation Scale. Data were gathered from a sample of 202 salespersons from a large South African firm within the industrial fuels and lubricants sector. Confirmatory Factor Analysis provided evidence for the intended dimensionality, reliability, and convergent and discriminant validity of the scale.

  • 4.
    Lilford, Neil Frank
    KTH, School of Architecture and the Built Environment (ABE), Real Estate and Construction Management, Building and Real Estate Economics.
    An exploration of factors determining salesperson effectiveness2014Doctoral thesis, monograph (Other academic)
  • 5.
    Lilford, Neil
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Harrison, Tina
    Berthon, Pierre
    Beyond Feedback Orientation: Exploring the Quality of the Feedback Environment in Financial Services Sales2016In: CELEBRATING AMERICA'S PASTIMES: BASEBALL, HOT DOGS, APPLE PIE AND MARKETING?, 2016, p. 123-124Conference paper (Refereed)
  • 6.
    Lilford, Neil
    et al.
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
    Vigar-Ellis, Debbie
    KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.), Industrial marketing. University of KwaZulu-Natal, South Africa .
    Nel, Deon
    University of Pretoria, South Africa.
    Big Five personality traits and financial salesperson performance: An application of Chernoff faces2014In: Journal of Financial Services Marketing, ISSN 1363-0539, E-ISSN 1479-1846, Vol. 19, no 2, p. 146-154Article in journal (Refereed)
    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.

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