| 1. |
- Harrison, Tina, et al.
(author)
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Financial Services Marketing and Consumption
- 2016
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In: CELEBRATING AMERICA'S PASTIMES. - Cham : Springer International Publishing. - 9783319266473 - 9783319266466 ; , s. 117-118
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Conference paper (peer-reviewed)
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| 2. |
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| 3. |
- Lilford, Neil, 1960-, et al.
(author)
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Big Five personality traits and financial salesperson performance : An application of Chernoff faces
- 2014
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In: Journal of Financial Services Marketing. - : Springer Science and Business Media LLC. - 1363-0539 .- 1479-1846. ; 19:2, s. 146-154
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Journal article (peer-reviewed)abstract
- Identifying the personality traits of effective sales people has been a long-standing challenge to sales managers and researchers in a wide range of contexts, from business to business, to retail and services. A definitive identification of the characteristics of the ideal salesperson remains elusive. We investigate the impact of the Big 5 personality traits on the performance of salespersons in a large financial services organization, our purpose being to graphically illustrate how personality traits differ, according to different levels of sales performance. We present the results graphically using Chernoff faces. The study demonstrates that this approach provides valuable insights to sales managers, and has several possible applications in relation to financial salesperson-performance management.
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| 4. |
- Lilford, Neil
(author)
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Effect of respondents' personality on resistance to change and the sales force
- 2014
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In: Journal of Financial Services Marketing. - : Springer Science and Business Media LLC. - 1363-0539 .- 1479-1846. ; 9, s. 155-164
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Journal article (peer-reviewed)abstract
- The purpose of this study is to investigate the effect of the Big-Five Personality dimensions on Resistance-to-change (RTC). The data from a sample of 200 sales people was collected from a large financial services firm in South Africa. Principal-components factor analysis, followed by Varimax rotation, was undertaken to test the factor structure and the internal validity of the measures employed. Correlation analysis was undertaken to determine whether insurance salespersons personality types are related to the reported levels of Resistance-to-Change. The results are reported, the limitations are noted, and directions for future research are indicated.
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| 5. |
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| 6. |
- Lilford, Neil, et al.
(author)
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Psychometric properties of the feedback orientation scale among south african salespersons
- 2014
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In: Psychological Reports. - 0033-2941 .- 1558-691X. ; 114:1, s. 126-133
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Journal article (peer-reviewed)abstract
- Feedback to employees is an important management tool, and the literature demonstrates that it has a positive effect on learning, motivation, and job performance. This study investigates in a non-U.S. context the psychometric properties of the Feedback Orientation Scale. Data were gathered from a sample of 202 salespersons from a large South African firm within the industrial fuels and lubricants sector. Confirmatory Factor Analysis provided evidence for the intended dimensionality, reliability, and convergent and discriminant validity of the scale.
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| 7. |
- Pitt, Christine, et al.
(author)
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Inferring the Personalities of B2B Salespeople from Text-Based Interviews : An Exploratory Study: An Abstract
- 2018
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In: Back to the Future. - Cham : Springer Nature. ; , s. 401-
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Book chapter (peer-reviewed)abstract
- Identifying the traits of the successful salesperson has long been a challenge to both sales practitioners and marketing scholars. The costs of poor recruiting, selection, and hiring decisions are considerable, and so ideally, firms would like to be able to identify as quickly and as effectively as possible what makes a high-performing salesperson. This is especially true in B2B environments, where personal selling is still a very important part of a firm’s marketing communication mix. A number of tools, including personality analysis, have been used over the years to attempt to identify the traits of the successful sales performer. This paper describes a study in which the text from depth interviews with a sample of salespersons in a B2B environment was subjected to content analysis using IBM’s Watson software to produce personality profiles of the individual salespersons. The salespersons could then be segmented into different groups, depending on their personality traits. The limitations are acknowledged, managerial implications discussed, and avenues for future research identified.
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