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

2. 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

3. 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

4. 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.

5. 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.

6. 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

7. 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