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Excelling at selling: The charming personality style predicts occupational activities, sales performance, and persuasive competence
Author(s) -
Kazén Miguel,
Kuhl Julius,
Boermans Sylvie,
Koole Sander L.
Publication year - 2013
Publication title -
psych journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.417
H-Index - 14
eISSN - 2046-0260
pISSN - 2046-0252
DOI - 10.1002/pchj.22
Subject(s) - personality , psychology , competence (human resources) , german , style (visual arts) , social psychology , applied psychology , art , literature , archaeology , history
The present research investigates how individual differences in charming personality are related to occupational activities, sales performance, and persuasive competence. Study 1 showed that sales representatives had higher scores on the charming personality style than executive managers. Study 2 showed that the charming personality style predicted actual sales performance among branch managers of a large G erman insurance company over a period of 2 years; the explicit power motivation served as a mediator in this relation. Finally, Study 3, carried out in a laboratory setting, confirmed the hypothesis that a charming personality is associated with persuasive competence, which suggests that this style is more relevant for sales representatives than for executive managers. The authors conclude that the charming personality style represents an important psychological resource for organizations.