The use of instrumental and expressive personality traits as indicators of a salesperson's behavior

Article Abstract:

This paper examines the applicability of personality traits to specific selling behaviors. Significant correlations were found between instrumental and expressive traits and instrumental and expressive behaviors characteristic of selling jobs.The degree of congruence between the manager's evaluation of instrumental and expressive traits and the salesperson's self-perceptions was examined. Much of the evidence support earlier reports of incongruity due to consistently higher self-ratings. However, rescaling and collapsing the seven response categories into dichotomies improved the agreement dramatically. The implications for the evaluation of salespeople are discussed. (Reprinted by permission of the publisher.)

Personality, Personality (Psychology)

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Work motivation through the design of salesperson jobs

Article Abstract:

The way a salesperson's job is set up, i.e., designed, is a critical factor in job motivation. A job diagnostic model was chosen for its usefulness in planning job design changes. According to this model, a person's motivation on the job is influenced by three key states: (1) experienced responsibility, (2) experienced meaningfulness and (3) knowledge of results. Five core job dimensions studied were: (1) skill variety, (2) task identity, (3) task significance, (4) job feedback and (5) job autonomy. The interaction between the job dimensions and the psychological states, together with individual differences, influence job satisfaction, motivation and performance. More experimental research is indicated.

Employee motivation, Work design

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The effects of self-monitoring and similarity on salesperson inferential processes

Article Abstract:

Relationship development between the customer and salesperson is often based on incomplete information about the role partner. For this reason, salespeople often must make inferences about their customers and use these inferences as a basis of behavior. The types of inferences generated and used by salespeople and their effects on the perceived outcome of the sales relationship are the focus of this study. Two variables, perceived customer similarity and self-monitoring, are proposed to influence these processes. These issues are explored by examining the customer-related thoughts generated by salespersons within a role-playing experiment. (Reprinted by permission of the publisher.)

Inference

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