Social Representation and Assessment of Salespeople Personality for Job Performance: An Overview and an Italian Piece of Research

Q3 Social Sciences Italian Sociological Review Pub Date : 2021-01-26 DOI:10.13136/ISR.V11I1.413

R. Sartori, Arianna Costantini, Andrea Ceschi, F. Tommasi

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引用次数: 5

Abstract

The paper deals with the relationship between the Big Five personality traits ( Agreeableness , Conscientiousness , Extraversion , Openness and Neuroticism / Emotional Stability ) and sales performance in the perspective of the social representation of salespeople personality. The first part of the article provides an overview of the topic, while the second half reports the results of a study carried out with 220 Italian salespeople (16 females) and correlating their answers to a personality test named FLORA – an Italian measure of 24 work-related personality characteristics developed and validated for the assessment of specific professional profiles in organizations and based on the Big Five Model – with their sales figures. According to hypotheses, Conscientiousness , Extraversion and Openness are positively related and Agreeableness is negatively related to sales performance, which is also consistent with the social representation of salespeople personality. Emotional Stability does not prove to be a Big Five directly related to sales performance, but the three facets of Emotional Stability measured by FLORA ( Stress tolerance , Frustration tolerance and Self-control ) are positively and significantly related to the length of service, while the length of service, in turn, is related to job performance. This supports an indirect relation between Emotional Stability and sales performance passing through the length of service.

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销售人员个性对工作绩效的社会表征和评估：综述和意大利的一项研究

本文从销售人员人格的社会表征角度研究了五大人格特征（随和、认真、外向、开放和神经质/情绪稳定性）与销售业绩的关系。文章的第一部分概述了该主题，而下半部分报告了对220名意大利销售人员（16名女性）进行的一项研究结果，并将他们的答案与一项名为FLORA的人格测试相关联。FLORA是一项意大利测量24个与工作相关的人格特征的方法，用于评估组织中的特定专业档案，并基于五大模型。根据假设，尽责性、外向性和开放性与销售业绩呈正相关，合意性与销售绩效负相关，这也与销售人员人格的社会表征一致。情绪稳定性并不是与销售业绩直接相关的五大因素，但FLORA测量的情绪稳定性的三个方面（压力耐受性、挫折耐受性和自我控制）与服务年限呈正相关，而服务年限反过来与工作业绩相关。这支持了情绪稳定性与服务年限内的销售业绩之间的间接关系。

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来源期刊

Italian Sociological Review Social Sciences-Social Sciences (all)

CiteScore

1.50

自引率

0.00%

发文量

审稿时长

8 weeks

期刊介绍： The Italian Sociological Review is as an academic journal for the dissemination of theoretical reflections and results of empirical research on social science, conducted with scientific methodologies and made available to a wider audience. The research results may have an impact on policy-makers, on the processes of formation of the students and the development and integration of theories and paradigms. It is therefore important that the journal maintains a high level of quality and transparency in the process of publication.