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The Relationship between Personality and Job Performance in Sales:: A Replication of Past Research and an Extension to a Swedish Context
Stockholm University, Faculty of Social Sciences, Department of Psychology.
2012 (English)Independent thesis Advanced level (degree of Master (Two Years)), 80 credits / 120 HE creditsStudent thesis
Abstract [en]

This study examined the relationship between personality dimensions and supervisory ratings of job performance, in a sales context in Sweden. A sample of 34 telesales workers, employed at two major telecom companies, completed the NEO PI-3 (McCrae & Costa, 2010). As hypothesized, it was found that Extroversion, Conscientiousness, and Neuroticism correlated moderately with job performance. In line with past research, this suggests that individuals, who display high levels of Extroversion and Conscientiousness, as well as low levels of Neuroticism, perform better in sales related occupations. Unlike hypothesized, no correlation was found between job performance and Agreeableness and Openness to Experience. Additional computations indicated the importance of specific sub dimensions of Extroversion and Conscientiousness in respect to job performance. Practical implications in respect to recruitment and directions of future research are discussed.

Place, publisher, year, edition, pages
2012. , 19 p.
Keyword [en]
Personality, sales performance, Five-Factor Model
National Category
Psychology (excluding Applied Psychology)
URN: urn:nbn:se:su:diva-78637OAI: diva2:542263
External cooperation
Hogrefe Psykologiförlaget AB, Hi3G Access AB, Phonehouse AB
Psykologiska institutionen, Frescati Hagväg, Stockholm
Humanities, Theology
Available from: 2012-07-31 Created: 2012-07-30 Last updated: 2012-07-31Bibliographically approved

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Masters thesis Andreas Klang_ Personality and job performance in sales(620 kB)23390 downloads
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