In this paper we focus on the concept of critical optimism, a concept that has served many authors to explain orientation about the future. It means to be neither mechanistic in our imagination of the world nor naive about the expectations the future can hold. Recently scholars have appealed to critical optimism to explain how we should relate to the digital, since when facing technology often, also in the scientific literature, we find extreme opinions. After ten years that the debate around technology and social research has developed on these two opposite visions, we promote an active engagement in testing the different instruments of digital research. Digital methods and big data must be integrated with traditional data sources and methods already existing in social sciences, and that is the right way to effectively improve the unfolding of social phenomena. In support of this thesis, we want to bring two examples that can demonstrate how the use of digital technologies did not lead to abandoning the traditional techniques of social research, but it instead has contributed to solving some problems in the use of these techniques, which before digital were hard to solve. Here, we will illustrate just two examples, the survey and the experiment, that relate to quantitative research, although certainly there are others that can be retraced in quantitative as well as qualitative research.
{"title":"Critical Optimism: A Methodological Posture to Shape the Future of Digital Social Research","authors":"Enrica Amaturo, Biagio Aragona","doi":"10.13136/ISR.V11I4S.429","DOIUrl":"https://doi.org/10.13136/ISR.V11I4S.429","url":null,"abstract":"In this paper we focus on the concept of critical optimism, a concept that has served many authors to explain orientation about the future. It means to be neither mechanistic in our imagination of the world nor naive about the expectations the future can hold. Recently scholars have appealed to critical optimism to explain how we should relate to the digital, since when facing technology often, also in the scientific literature, we find extreme opinions. After ten years that the debate around technology and social research has developed on these two opposite visions, we promote an active engagement in testing the different instruments of digital research. Digital methods and big data must be integrated with traditional data sources and methods already existing in social sciences, and that is the right way to effectively improve the unfolding of social phenomena. In support of this thesis, we want to bring two examples that can demonstrate how the use of digital technologies did not lead to abandoning the traditional techniques of social research, but it instead has contributed to solving some problems in the use of these techniques, which before digital were hard to solve. Here, we will illustrate just two examples, the survey and the experiment, that relate to quantitative research, although certainly there are others that can be retraced in quantitative as well as qualitative research.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"167"},"PeriodicalIF":0.0,"publicationDate":"2021-04-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48732071","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
In our Platform Society, Content Analysis represents a bridge between the past and the future: thanks to technological advancements, this technique can perform its typical functions more efficiently, but it can also penetrate new fields. The authors present the case of digital campaigns, by way of a strategy that enhances both the text-based material in a strict sense, and the entire multimedia system interrelated with the units under analysis. The research examples – selected from the analysis of Facebook posts published by the main Italian political forces during the digital campaign for the 2018 General Elections – have the purpose of explicating how specific methodological choices and investigation styles can be “reused” in other study contexts. This paper proposes the integrated use of CA as a survey, statistical textual analysis and qualitative CA , further to the idea that the combined application of these can limit the disadvantages connected to the exclusive use of specific instruments, increasing overall advantages. Finally, CA is presented as the springboard for other research initiatives: from the investigation of the points of view/the social profiles of the political actors associated with the posting activity, to the political message analysis in the other (on/offline) contexts in which it appears; from the analysis of communication strategies (interpreted on the basis of the media channels), to the study of social reactions-interactions the message generates.
{"title":"Content Analysis and Digital Data: Methodological Solutions between Tradition and Innovation. The Case of Digital Campaigns as Meeting Ground of Expertises and Research Perspectives","authors":"M. Faggiano, Raffaella Gallo","doi":"10.13136/ISR.V11I4S.436","DOIUrl":"https://doi.org/10.13136/ISR.V11I4S.436","url":null,"abstract":"In our Platform Society, Content Analysis represents a bridge between the past and the future: thanks to technological advancements, this technique can perform its typical functions more efficiently, but it can also penetrate new fields. The authors present the case of digital campaigns, by way of a strategy that enhances both the text-based material in a strict sense, and the entire multimedia system interrelated with the units under analysis. The research examples – selected from the analysis of Facebook posts published by the main Italian political forces during the digital campaign for the 2018 General Elections – have the purpose of explicating how specific methodological choices and investigation styles can be “reused” in other study contexts. This paper proposes the integrated use of CA as a survey, statistical textual analysis and qualitative CA , further to the idea that the combined application of these can limit the disadvantages connected to the exclusive use of specific instruments, increasing overall advantages. Finally, CA is presented as the springboard for other research initiatives: from the investigation of the points of view/the social profiles of the political actors associated with the posting activity, to the political message analysis in the other (on/offline) contexts in which it appears; from the analysis of communication strategies (interpreted on the basis of the media channels), to the study of social reactions-interactions the message generates.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"293"},"PeriodicalIF":0.0,"publicationDate":"2021-04-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41860405","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
As of February 2020, all access to the research field has taken place online out of necessity and, as a consequence of this, it seems that there are many questions which must be tackled by methodological research. The paper will discuss some of these, starting from a focus group experience: what elements of the interview situation change? What comes into play in the dynamics of the relationship that is established? Do the typical dynamics of a focus group also develop, even among people who look at each other from a screen, who only see each other’s faces or little more, and who have never met before? What must the facilitator of the discursive production take into account? The reference is to two important authors, Edith Stein and Georg Simmel. The hypothesis discussed concerns the reduction of the possibility for empathy in the interaction and the affirmation of sociability, which almost seems to fill the space left by empathy.
{"title":"Conducting Social Research Online: Empathetic Concern and Sociability","authors":"Rita Bichi","doi":"10.13136/ISR.V11I4S.430","DOIUrl":"https://doi.org/10.13136/ISR.V11I4S.430","url":null,"abstract":"As of February 2020, all access to the research field has taken place online out of necessity and, as a consequence of this, it seems that there are many questions which must be tackled by methodological research. The paper will discuss some of these, starting from a focus group experience: what elements of the interview situation change? What comes into play in the dynamics of the relationship that is established? Do the typical dynamics of a focus group also develop, even among people who look at each other from a screen, who only see each other’s faces or little more, and who have never met before? What must the facilitator of the discursive production take into account? The reference is to two important authors, Edith Stein and Georg Simmel. The hypothesis discussed concerns the reduction of the possibility for empathy in the interaction and the affirmation of sociability, which almost seems to fill the space left by empathy.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"183"},"PeriodicalIF":0.0,"publicationDate":"2021-04-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41423827","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This paper sets forth a theoretical and methodological framework to examine the interplay between networks and culture by considering how tastes and distinctive practices are conveyed via the use of social media, where online interactions occur among users and between these latter and online shared contents. Conceiving of social structure as networks of online connection among social media users, and of culture as networks of symbolic elements shared by them on these platforms, the paper contends that interactions in online fields can be analysed through both Bourdieusian theory and social network analysis (SNA). Methodological foundations of this perspective stem from a common ground lying in the so-called ‘cultural matrix approach’, by which the interplay between structure and culture can be formalized through conventional ‘people-by-choice’ data tables or through matrices representing affiliation networks, where actors are connected to each other thanks to the choices they share in terms of cultural products and practices, while these latter are connected through those actors who share them. Combining Bourdieu’s field theory and network theory, this proposal will be exemplified by discussing how the processes of content sharing and tie formation are at work on Facebook and Pinterest, this latter being key to this proposal for it permits social actors to classify cultural and symbolic content and to connect to each other mainly via such content.
{"title":"Culture and Networks in Online Social Fields. Studying the Duality of Culture and Structure in Social Media through Bourdieu’s Theory and Social Network Analysis","authors":"M. Serino","doi":"10.13136/ISR.V11I4S.439","DOIUrl":"https://doi.org/10.13136/ISR.V11I4S.439","url":null,"abstract":"This paper sets forth a theoretical and methodological framework to examine the interplay between networks and culture by considering how tastes and distinctive practices are conveyed via the use of social media, where online interactions occur among users and between these latter and online shared contents. Conceiving of social structure as networks of online connection among social media users, and of culture as networks of symbolic elements shared by them on these platforms, the paper contends that interactions in online fields can be analysed through both Bourdieusian theory and social network analysis (SNA). Methodological foundations of this perspective stem from a common ground lying in the so-called ‘cultural matrix approach’, by which the interplay between structure and culture can be formalized through conventional ‘people-by-choice’ data tables or through matrices representing affiliation networks, where actors are connected to each other thanks to the choices they share in terms of cultural products and practices, while these latter are connected through those actors who share them. Combining Bourdieu’s field theory and network theory, this proposal will be exemplified by discussing how the processes of content sharing and tie formation are at work on Facebook and Pinterest, this latter being key to this proposal for it permits social actors to classify cultural and symbolic content and to connect to each other mainly via such content.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"369"},"PeriodicalIF":0.0,"publicationDate":"2021-04-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44699452","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Contemporary societies are facing progressive and swirling transformation due to the digital and technological innovations and their application to social facts and actions. These dynamics are changing the structure, the practices, the symbols and the shared meanings of our societies so progressively and deeply that many scholars to refer to our current social organizations as Digital Society. Digital Society has distinctive and unprecedented features, as for the first time these characteristics are eminently and intensely communicative. They require the development and the implementations of interpretative schemes and methodological solutions better suited to understand the current complexity. Some authors go further by arguing for a new scientific paradigm for social research. Yet, Digital Society is a research object whose operational definition has not been formulated in a definitive and shared way by social scientists. Moreover, the flourishing of online social and communicative practices and new social networks, the innovative ways to frame into data the online activities of individuals make the knowledge drawn from the Web always uncertain and at high risk of a rapid obsolescence. Social Research tried to face the challenges posed by the Digital Society first by adapting its methods to the online practices and interactions, then by creating new methods in order to analyze those online experiences that could not be framed using the traditional social research tools.
{"title":"Studying the Digital Society: Digital Methods between Tradition and Innovation in Social Research","authors":"F. Addeo, Giuseppe Masullo","doi":"10.13136/ISR.V11I4S.428","DOIUrl":"https://doi.org/10.13136/ISR.V11I4S.428","url":null,"abstract":"Contemporary societies are facing progressive and swirling transformation due to the digital and technological innovations and their application to social facts and actions. These dynamics are changing the structure, the practices, the symbols and the shared meanings of our societies so progressively and deeply that many scholars to refer to our current social organizations as Digital Society. Digital Society has distinctive and unprecedented features, as for the first time these characteristics are eminently and intensely communicative. They require the development and the implementations of interpretative schemes and methodological solutions better suited to understand the current complexity. Some authors go further by arguing for a new scientific paradigm for social research. Yet, Digital Society is a research object whose operational definition has not been formulated in a definitive and shared way by social scientists. Moreover, the flourishing of online social and communicative practices and new social networks, the innovative ways to frame into data the online activities of individuals make the knowledge drawn from the Web always uncertain and at high risk of a rapid obsolescence. Social Research tried to face the challenges posed by the Digital Society first by adapting its methods to the online practices and interactions, then by creating new methods in order to analyze those online experiences that could not be framed using the traditional social research tools.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"153-165"},"PeriodicalIF":0.0,"publicationDate":"2021-04-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44686390","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
This work approaches the issue of migration of the Arab population to Europe within the idea of postmodern community and the concept of heterotopia. The social and historical context (of globalization and migration) imposes necessity to discuss the community and postmodern circumstances. In this paper we refer to Foucault’s heterotopic elements within the context of migrations; places of refuge, shelters and migrants’ asylums present certain heterotopias of our society; absolute other places that give a mirror-like mixing experience. Our analysis shows how the underlying motives for resolving some of the key social problems of contemporary Europe and new community formation are not (just) at the level of social forms, but in the vital transformation of people, their lives and relations towards the Other.
{"title":"Heterotopia and Postmodern Community in the Context of Migration and Relationship Towards Migrants","authors":"Vlaho Kovačević, Krunoslav Malenica","doi":"10.13136/ISR.V11I1.415","DOIUrl":"https://doi.org/10.13136/ISR.V11I1.415","url":null,"abstract":"This work approaches the issue of migration of the Arab population to Europe within the idea of postmodern community and the concept of heterotopia. The social and historical context (of globalization and migration) imposes necessity to discuss the community and postmodern circumstances. In this paper we refer to Foucault’s heterotopic elements within the context of migrations; places of refuge, shelters and migrants’ asylums present certain heterotopias of our society; absolute other places that give a mirror-like mixing experience. Our analysis shows how the underlying motives for resolving some of the key social problems of contemporary Europe and new community formation are not (just) at the level of social forms, but in the vital transformation of people, their lives and relations towards the Other.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"63"},"PeriodicalIF":0.0,"publicationDate":"2021-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46599841","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Corona Virus Disease 19 (COVID-19) is an earth-shattering pandemic with implications not only for healthcare and economics, but also for society. Its dramatic spread has interrupted the advancement of global societies, leading to a breaking point through its extreme acceleration of the crisis of lifestyle and social needs, relationships and production. This is true above all in the West, given its dominant global position. COVID-19 has forced a racing world to stop and fall back on its own fragilities. However, in the aftermath of its tragic impact, the forced imposition of a radical change could offer a unique opportunity for rebirth: an occasion to develop better alternatives to face up to these insecurities. This article aims to observe and describe some of the aspects of the pandemic and investigate them through sociological theory. This could offer valuable interpretations to unravel the complexity of the pandemic and grasp its challenge for the future.
{"title":"COVID-19: Rethinking Global Society","authors":"F. Lenzi","doi":"10.13136/ISR.V11I1.417","DOIUrl":"https://doi.org/10.13136/ISR.V11I1.417","url":null,"abstract":"Corona Virus Disease 19 (COVID-19) is an earth-shattering pandemic with implications not only for healthcare and economics, but also for society. Its dramatic spread has interrupted the advancement of global societies, leading to a breaking point through its extreme acceleration of the crisis of lifestyle and social needs, relationships and production. This is true above all in the West, given its dominant global position. COVID-19 has forced a racing world to stop and fall back on its own fragilities. However, in the aftermath of its tragic impact, the forced imposition of a radical change could offer a unique opportunity for rebirth: an occasion to develop better alternatives to face up to these insecurities. This article aims to observe and describe some of the aspects of the pandemic and investigate them through sociological theory. This could offer valuable interpretations to unravel the complexity of the pandemic and grasp its challenge for the future.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"109-128"},"PeriodicalIF":0.0,"publicationDate":"2021-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46850999","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
The article examines the identity profiles of LBQ migrant women living at the intersection of several factors of discrimination and oppression (related to gender, cultural affiliation, skin colour, sexual orientation, etc.). We combined two theoretical approaches – intersectionality and queer theory – to examine the identity strategies that these women put in place in their various relational circles of belonging, exploring how women react to the ‘labelling’ attempts by mainstream society, the network of compatriots, and the wider LGBT community. This highlights the power relations underpinning these relationships, the stigmatisation processes experiences, the attempts at accommodation and resistance undertaken by women to express – with regard to ethnic and sexual identity – both the need for belonging and that for self-determination.
{"title":"Intersectionality and the Subjective Processes of LBQ Migrant Women: Between Discrimination and Self-determination","authors":"Giuseppe Masullo, C. Ferrara","doi":"10.13136/ISR.V11I1.414","DOIUrl":"https://doi.org/10.13136/ISR.V11I1.414","url":null,"abstract":"The article examines the identity profiles of LBQ migrant women living at the intersection of several factors of discrimination and oppression (related to gender, cultural affiliation, skin colour, sexual orientation, etc.). We combined two theoretical approaches – intersectionality and queer theory – to examine the identity strategies that these women put in place in their various relational circles of belonging, exploring how women react to the ‘labelling’ attempts by mainstream society, the network of compatriots, and the wider LGBT community. This highlights the power relations underpinning these relationships, the stigmatisation processes experiences, the attempts at accommodation and resistance undertaken by women to express – with regard to ethnic and sexual identity – both the need for belonging and that for self-determination.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"39"},"PeriodicalIF":0.0,"publicationDate":"2021-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47714528","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Using the data of empirical research of gender roles in family carried out in 2018, the authors of this paper point out the transformation of family value system in Bosnia and Herzegovina. Postsocialist transformation in Bosnia and Herzegovina has influenced changes of value family patterns and orientations, so traditional value orientations are dominant, marked by immense value gap, instead of modernist value orientations. The results indicate that the data subjects’ answers are still traditional and patriarchal and that young men and women show tendency towards modern value orientations. The acceptance of modern attitudes is moderate and not resolute, and regarding various issues there is a large percent of irresolute answers. It can be concluded that there is certain division of values. On one side there are generations of young and women and on the other side there are generations of older and men who are very close to traditional values.
{"title":"Family Value System in Transformation: Case of Bosnia and Herzegovina","authors":"Biserka Košarac, Ognjen Kurteš","doi":"10.13136/ISR.V11I1.412","DOIUrl":"https://doi.org/10.13136/ISR.V11I1.412","url":null,"abstract":"Using the data of empirical research of gender roles in family carried out in 2018, the authors of this paper point out the transformation of family value system in Bosnia and Herzegovina. Postsocialist transformation in Bosnia and Herzegovina has influenced changes of value family patterns and orientations, so traditional value orientations are dominant, marked by immense value gap, instead of modernist value orientations. The results indicate that the data subjects’ answers are still traditional and patriarchal and that young men and women show tendency towards modern value orientations. The acceptance of modern attitudes is moderate and not resolute, and regarding various issues there is a large percent of irresolute answers. It can be concluded that there is certain division of values. On one side there are generations of young and women and on the other side there are generations of older and men who are very close to traditional values.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"1"},"PeriodicalIF":0.0,"publicationDate":"2021-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44423497","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
R. Sartori, Arianna Costantini, Andrea Ceschi, F. Tommasi
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.
{"title":"Social Representation and Assessment of Salespeople Personality for Job Performance: An Overview and an Italian Piece of Research","authors":"R. Sartori, Arianna Costantini, Andrea Ceschi, F. Tommasi","doi":"10.13136/ISR.V11I1.413","DOIUrl":"https://doi.org/10.13136/ISR.V11I1.413","url":null,"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.","PeriodicalId":38025,"journal":{"name":"Italian Sociological Review","volume":"11 1","pages":"19"},"PeriodicalIF":0.0,"publicationDate":"2021-01-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46203243","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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