Identifying Successful Industrial Salesmen by Personality and Personal Characteristics

Lawrence M. Lamont · William J. Lundstrom

67 citations0/0 files storedJournal of Marketing Research

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Employee Performance and Motivation Personality Traits and Psychology Employer Branding and e-HRM

Abstract

Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of personality variables and personal characteristics that appear to have value in the selection of industrial salesmen are identified. A synthesis of theoretical and empirical research appropriate to the selection problem is reported, and some suggestions are made to guide future research in industrial selling.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 67 citations exist upstream.

References

1904The Psychological Bulletin 1969Development of an empathy scale.1947Description and Measurement of Personality.1965The adjective check list manual 1956Edwards Personal Preference Schedule 1963Selling as a Dyadic Relationship – A New Approach 1950Personality and empathy.1969[Exploration of the personality].

Cited by

1995Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis 1990Salespeople's Time Use and Performance 1994The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness 1995The relationship between effective counseling and effective selling behaviors 2020How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective 2018The importance of customer’s perception of salesperson’s empathy in selling

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.