What Drives Sales Success? A Closer Look into Salespeople’s Genetic Make-up and Personality

Christian Winter, Nicolas Zacharias, Ad de Jong, Johannes Habel

Publikation: Bidrag til bog/antologi/rapportKonferenceabstrakt i proceedingsForskningpeer review

Abstrakt

Canvassing and closing – the beginning and the end of the sales cycle – are moments of potential rejection and involve significant amounts of stress for salespeople. Some salespeople react with procrastination and absenteeism, while others do not. Drawing on differential susceptibility theory and stress research, this study investigates which combinations of carrying the Serotonin Transporter Gene S allele (SERT S) and the psychological traits of sensation seeking and neuroticism are beneficial in sales contexts. Based on a rich sample of genetic information and survey data from 594 salespeople, the empirical results confirm the hypotheses that carrying SERT S only yields positive effects on canvassing and closing if sensation seeking is high. If neuroticism is high, the effect of carrying SERT S is negative. Thereby, the study contributes to psychological stress research and provides actionable implications for sales managers and HR professionals.
OriginalsprogEngelsk
TitelProceedings of the European Marketing Academy (EMAC) Conference 2021 : Marketing for Growth
RedaktørerAbel Monfort
Antal sider1
UdgivelsesstedBrussels
ForlagEuropean Marketing Academy. EMAC
Publikationsdato2021
Artikelnummer93457
StatusUdgivet - 2021
BegivenhedThe 50th EMAC Annual Conference 2021 - ESIC Business & Marketing School, Madrid, Spanien
Varighed: 25 maj 202128 maj 2021
Konferencens nummer: 50
http://www.emac2021conference.org/

Konference

KonferenceThe 50th EMAC Annual Conference 2021
Nummer50
LokationESIC Business & Marketing School
Land/OmrådeSpanien
ByMadrid
Periode25/05/202128/05/2021
Internetadresse

Emneord

  • Serotonin transporter gene (SERT)
  • Personality
  • Eustress

Citationsformater