Abstract/Details

Selling type: A case study of the role of personality preferences on the personal selling process and performance


2004 2004

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Abstract (summary)

This case study examines the role of personality type preferences on the sales process and performance in the retail truck industry. This study employs the Myers-Briggs Type Indicator to identify the type preferences of the retail truck salespeople. It analyzes demographic data and individual interview responses in order to identify personality type preferences to gain a better understanding of how personality type as a theory influences the approach to the sales process and performance. This research indicates that sales performance in a retail truck sale environment seems to be personality type related and the sales behaviors related to particular personality type preferences can be learned. Therefore, future research on different sales environments would be beneficial to this body of knowledge.

Indexing (details)


Subject
Marketing;
Management;
Roles;
Personality traits;
Salespeople;
Studies;
Trucking industry
Classification
0338: Marketing
0454: Management
Identifier / keyword
Social sciences; Performance; Personal selling; Personality; Sales; Selling type
Title
Selling type: A case study of the role of personality preferences on the personal selling process and performance
Author
Mikalonis, Stanley J., III
Number of pages
235
Publication year
2004
Degree date
2004
School code
1351
Source
DAI-A 65/10, Dissertation Abstracts International
Place of publication
Ann Arbor
Country of publication
United States
ISBN
9780496104437, 0496104438
Advisor
Beekman, Carl
University/institution
Capella University
University location
United States -- Minnesota
Degree
Ph.D.
Source type
Dissertations & Theses
Language
English
Document type
Dissertation/Thesis
Dissertation/thesis number
3150449
ProQuest document ID
305041804
Copyright
Database copyright ProQuest LLC; ProQuest does not claim copyright in the individual underlying works.
Document URL
http://search.proquest.com/docview/305041804
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