The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture

The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture

Purpose - The aim of this paper is to examine the impact of Big Five Factor of personality traits on salespeople’s’ performance, taking into consideration the mediating role of customer orientation, as well as exploring the moderating role of culture. Design/Methodology/Approach – The Big Five Fact...

Full description

Bibliographic Details
Main Authors: Yakasai, Abubakar Mukhtar, Jan, Muhammad Tahir
Format: Article
Language:English
Published: Sohar University, Oman and American University of Kuwait 2015
Subjects:
HF5001 Business. Business Administration
Online Access:http://irep.iium.edu.my/41035/
http://irep.iium.edu.my/41035/
http://irep.iium.edu.my/41035/1/THE_IMPACT_OF_BIG_FIVE_PERSONALITY_TRAITS_ON_SALESPEOPLES_PERFORMANCE.pdf
id iium-41035
recordtype eprints
spelling iium-410352016-11-11T09:03:14Z http://irep.iium.edu.my/41035/ The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture Yakasai, Abubakar Mukhtar Jan, Muhammad Tahir HF5001 Business. Business Administration Purpose - The aim of this paper is to examine the impact of Big Five Factor of personality traits on salespeople’s’ performance, taking into consideration the mediating role of customer orientation, as well as exploring the moderating role of culture. Design/Methodology/Approach – The Big Five Factor (BFF) of personality traits was used in this paper base on salespeople’s performance literature. This paper proposed a framework with customer orientation as a mediating factor and culture as a moderating factor of salespeople’s performance. Findings – Research on salespeople’s performance is an ongoing process, which has attracted much attention from various stakeholders to find out befitting combination of factors for effective salespeople’s performance. This paper found out that no specific sets of factors could lead to effective salespeople’s performance in all situations because performance is a context-based outcome. The big five factor alone cannot effectively explain salespeople’s performance. Salespeople’s customer orientation can play a significant mediating role in the big five-factor framework in predicting salespeople’s performance. Additionally, the moderating effect of salespeople’s culture in the proposed model is revealed to help enormously in determining differences, if any, in the salespeople’s performance. Originality/value - The in-depth review of different factors influencing salespeople’s performance helps practitioners (such as sales managers, executives, supervisors, as well as human resource managers) by signifying which combinations of factors can best predict better salespeople’s’ performance in particular instances, hence assist proper decision as regards to potential sales team. In addition, the proposed framework in this paper helps researchers by providing a tool for systematic evaluation and testing of real empirical situation of salespeople’s’ performance. Sohar University, Oman and American University of Kuwait 2015 Article PeerReviewed application/pdf en http://irep.iium.edu.my/41035/1/THE_IMPACT_OF_BIG_FIVE_PERSONALITY_TRAITS_ON_SALESPEOPLES_PERFORMANCE.pdf Yakasai, Abubakar Mukhtar and Jan, Muhammad Tahir (2015) The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture. Kuwait Chapter of Arabian Journal of Business and Management Review, 4 (5). pp. 11-26. ISSN 2224-8358 http://www.arabianjbmr.com/
repository_type Digital Repository
institution_category Local University
institution International Islamic University Malaysia
building IIUM Repository
collection Online Access
language English
topic HF5001 Business. Business Administration
spellingShingle HF5001 Business. Business Administration
Yakasai, Abubakar Mukhtar
Jan, Muhammad Tahir
The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture
description Purpose - The aim of this paper is to examine the impact of Big Five Factor of personality traits on salespeople’s’ performance, taking into consideration the mediating role of customer orientation, as well as exploring the moderating role of culture. Design/Methodology/Approach – The Big Five Factor (BFF) of personality traits was used in this paper base on salespeople’s performance literature. This paper proposed a framework with customer orientation as a mediating factor and culture as a moderating factor of salespeople’s performance. Findings – Research on salespeople’s performance is an ongoing process, which has attracted much attention from various stakeholders to find out befitting combination of factors for effective salespeople’s performance. This paper found out that no specific sets of factors could lead to effective salespeople’s performance in all situations because performance is a context-based outcome. The big five factor alone cannot effectively explain salespeople’s performance. Salespeople’s customer orientation can play a significant mediating role in the big five-factor framework in predicting salespeople’s performance. Additionally, the moderating effect of salespeople’s culture in the proposed model is revealed to help enormously in determining differences, if any, in the salespeople’s performance. Originality/value - The in-depth review of different factors influencing salespeople’s performance helps practitioners (such as sales managers, executives, supervisors, as well as human resource managers) by signifying which combinations of factors can best predict better salespeople’s’ performance in particular instances, hence assist proper decision as regards to potential sales team. In addition, the proposed framework in this paper helps researchers by providing a tool for systematic evaluation and testing of real empirical situation of salespeople’s’ performance.
format Article
author Yakasai, Abubakar Mukhtar
Jan, Muhammad Tahir
author_facet Yakasai, Abubakar Mukhtar
Jan, Muhammad Tahir
author_sort Yakasai, Abubakar Mukhtar
title The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture
title_short The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture
title_full The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture
title_fullStr The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture
title_full_unstemmed The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture
title_sort impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture
publisher Sohar University, Oman and American University of Kuwait
publishDate 2015
url http://irep.iium.edu.my/41035/
http://irep.iium.edu.my/41035/
http://irep.iium.edu.my/41035/1/THE_IMPACT_OF_BIG_FIVE_PERSONALITY_TRAITS_ON_SALESPEOPLES_PERFORMANCE.pdf
first_indexed 2023-09-18T20:58:46Z
last_indexed 2023-09-18T20:58:46Z
_version_ 1777410482610634752

Similar Items