Abstract/Details

Motivation and personality: An examination of the big five personality trait factors and their relationship with sales performance in a non-cash incentive program


2011 2011

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Abstract (summary)

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.

Indexing (details)


Subject
Occupational psychology;
Personality psychology;
Organizational behavior
Classification
0624: Occupational psychology
0625: Personality psychology
0703: Organizational behavior
Identifier / keyword
Social sciences; Psychology; Incentives; Motivation; Non-cash; Personality traits; Sales performance
Title
Motivation and personality: An examination of the big five personality trait factors and their relationship with sales performance in a non-cash incentive program
Author
Nelson, Kurt W.
Number of pages
117
Publication year
2011
Degree date
2011
School code
1351
Source
DAI-B 72/10, Dissertation Abstracts International
Place of publication
Ann Arbor
Country of publication
United States
ISBN
9781124783970
Advisor
Cree, Lisa
Committee member
Cameron, William; Secrest, Wayland
University/institution
Capella University
Department
Harold Abel School of Social and Behavioral Sciences
University location
United States -- Minnesota
Degree
Psy.D.
Source type
Dissertations & Theses
Language
English
Document type
Dissertation/Thesis
Dissertation/thesis number
3465845
ProQuest document ID
884331021
Copyright
Database copyright ProQuest LLC; ProQuest does not claim copyright in the individual underlying works.
Document URL
http://search.proquest.com/docview/884331021
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