Abstract
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.
Original language | English |
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Title of host publication | Proceedings of the European Marketing Academy (EMAC) Conference 2021 : Marketing for Growth |
Editors | Abel Monfort |
Number of pages | 1 |
Place of Publication | Brussels |
Publisher | European Marketing Academy. EMAC |
Publication date | 2021 |
Article number | 93457 |
Publication status | Published - 2021 |
Event | The 50th EMAC Annual Conference 2021 - ESIC Business & Marketing School, Madrid, Spain Duration: 25 May 2021 → 28 May 2021 Conference number: 50 http://www.emac2021conference.org/ |
Conference
Conference | The 50th EMAC Annual Conference 2021 |
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Number | 50 |
Location | ESIC Business & Marketing School |
Country/Territory | Spain |
City | Madrid |
Period | 25/05/2021 → 28/05/2021 |
Internet address |
Keywords
- Serotonin transporter gene (SERT)
- Personality
- Eustress