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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
Source Publication管理评论
Contribution Rank1



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
Indexed ByCSCD
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
Corresponding Author白新文
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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