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外向者胜出吗?外向性和销售绩效的非线性关系
Alternative TitleToo Much of a Good Thing: The Curvilinear Relationship between Extraversion and Sales Performance
刘玥1,2; 白新文1
First Author刘玥
2016
Source Publication管理评论
ISSN1003-1952
Subtype期刊论文
Volume28Issue:7Pages:112-119
Contribution Rank1
Abstract

一般认为,外向的人更适合从事销售类工作,然而众多研究的结果却呈现高度不一致,这说明外向性和销售绩效间存在较复杂关系。基于来自34个团队的235名B2B销售人员的数据,分析结果表明,外向性和销售绩效之间呈现倒U型曲线关系。具体而言,与高度外向或内向的人相比,中等程度外向的销售人员销售绩效最高。还发现宜人性调节外向性和销售绩效的关系,与高度外向但宜人性水平较低的销售人员相比,高度外向且宜人性水平较高的销售人员,其销售绩效较高。本研究为进一步厘清人格与绩效的关系提供实证依据,对企业的销售人员招募选拔和培训发展,以及对求职者择业都有一定启示。

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Although it's widely accepted that extraverts are more suitable for sales jobs,extant researches have shown weak and inconsistent relationships between extraversion and sales performance,indicating a far more complicated relationship between them. The current study proposes that the relationship between extraversion and sales performance is curvilinear. Based on 235 B2B sales representatives from 34 sales teams,results support the predicted inverted-U-shaped relationship between extraversion and sales performance. Specifically,the ambiverts achieve higher sales performance than extraverts or introverts do. Further,agreeableness acts as a moderator and mitigates the negative effect of high extraversion on sales performance. Extraverts who are also high in agreeableness achieve higher performance than those less agreeable extraverts. This study provides empirical evidence for the exploration of personality-performance relationship,and offers practical implications for organizations in hiring and training employees and for job seekers in choosing jobs.

Keyword大五人格 外向性 销售绩效 倒U型关系
Subject Area行为心理学
DOI10.14120/j.cnki.cn11-5057/f.2016.07.012
URL查看原文
Indexed ByCSCD
Language中文
Funding Organization国家自然科学基金面上项目(71271203) ; 中国科学院知识创新工程重要方向项目(KSCX2-EW-J-8)
Citation statistics
Document Type期刊论文
Identifierhttp://ir.psych.ac.cn/handle/311026/21117
Collection社会与工程心理学研究室
Corresponding Author白新文
Affiliation1.中国科学院心理研究所行为科学重点实验室
2.中国科学院大学
First Author AffilicationInstitute of Psychology, Chinese Academy of Sciences
Corresponding Author AffilicationInstitute of Psychology, Chinese Academy of Sciences
Recommended Citation
GB/T 7714
刘玥,白新文. 外向者胜出吗?外向性和销售绩效的非线性关系[J]. 管理评论,2016,28(7):112-119.
APA 刘玥,&白新文.(2016).外向者胜出吗?外向性和销售绩效的非线性关系.管理评论,28(7),112-119.
MLA 刘玥,et al."外向者胜出吗?外向性和销售绩效的非线性关系".管理评论 28.7(2016):112-119.
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