ELECTRN 6 Lecture Notes - Lecture 18: Agreeableness, Diminishing Returns, Social Perception
Document Summary
Meeting 3 value i: employees as value creators. Rethinking the extraverted sales ideal: the ambivert advantage (grant, 2013) According to conventional wisdom, productive salespeople are likely to extraverted: assertive, enthusiastic. More likely than introverts to be selected for sales positions. Studies have shown weak and inconsistent relationships between extraversion and sales performance. Extroversion may have diminishing returns and increasing costs. Proposal that there is a curvilinear, inverted u-shape relationship between extraversion and sales performance. Study of 340 outbound call center representatives, measuring their extraversion and tracking their sales revenue over the following 3 months. Data from a company that operates outbound call centers in the us. Through survey link, 20-item big five personality measure. The negative coefficient for the quadratic term, coupled with the null coefficient for the linear term, indicated a symmetrical inverted-u-shaped relationship, which is illustrated in figure 1.
