Title Evaluating the Effect of Personality Congruence between Sales Agents and Sales Managers on Performance.

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Presentation transcript:

Title Evaluating the Effect of Personality Congruence between Sales Agents and Sales Managers on Performance

Purpose Assess congruence in personality traits between sales agents and sales managers Determine the effect of this match or mismatch on performance and tenure Provide suggestions for addressing effects

Statement of the Problem Research indicates Interaction between sales agent and sales manager effects performance A relationship exists between sales personality and sales performance A relationship exists between sales manager personality and sales management success There is a need to assess personality congruence between sales agent and sales manager and its impact on sales performance and tenure

Research Questions and/or Hypothesis What is the effect of a match or mismatch of personality traits between sales agents and sales managers on performance and tenure? H1: A match of personality traits between sales agents and sales managers has a significant positive effect on performance. H2: A match of personality traits between sales agents and sales managers has a significant positive effect on tenure.

Research Questions and/or Hypothesis H5: A mismatch of personality traits between sales agents and sales managers has a significant negative effect on performance. H6: A mismatch of personality traits between sales agents and sales managers has a significant negative effect on tenure.

Research Methodology NEO-PI-R instruments will be administered to sales agents and sales managers Participant pool from local Houston, Texas homebuilders Sales volume figures provided by homebuilder records

Research Design Quantitative study – data analysis using multiple regression Dependent variable Sales Volume Independent variables NEO-PI-R – scale score comparisons Age Experience Race Gender