Motivation and personality: An examination of the big five personality trait factors and their relationship with sales performance in a non-cash incentive program
This study examined whether there was a statistically significant relationship between any of big five personality traits (Agreeableness, Conscientiousness, Extroversion, Neuroticism, and Openness) and performance in a non-cash sales incentive program. This research also examined if any combination of these five personality traits was sufficient to predict performance by a sales professional in a non-cash sales incentive program. To this end, it was anticipated that the study would offer insight into the two hypotheses: (a) there is a significant relationship between the five personality trait factors of Agreeableness, Conscientiousness, Extraversion, Neuroticism, and Openness as measured by the NEO-FFI and sales performance among business-to-business sales professionals in a non-cash sales incentive program and (b) the five personality trait factors of Agreeableness, Conscientiousness, Extraversion, Neuroticism, and Openness are significant in predicting sales performance among sales professionals in a non-cash sales incentive program. Completed NEO-FFI assessments were collected from 71 sales professionals from the sponsor company and correlated against data from their annual non-cash sales incentive program. Contrary to expectations, there was no significant correlation found between any of the personality traits and performance in the non-cash sales incentive nor were they significant in being able to predict sales performance. None of the Pearson R values achieved significance at a p < .05. Confounding factors that were present during the time of the study could have negatively impacted this relationship.
0625: Personality psychology
0703: Organizational behavior