Moderating effect of ear preference on personality in the prediction of sales performance.
This study examined the relationship between ear preference, personality, and performance ratings on 203 telesales staff. Social desirability scores were a significant predictor of two relatively independent sets of supervisor ratings (actual performance and developmental potential) in interaction with ear preference. It was found that the social desirability scale was a significant positive predictor for staff preferring a right ear headset, but a negative predictor for staff preferring a left ear headset. These results were interpreted in terms of different strategies used to achieve successful sales.
Jackson
C J
CJ
School of Psychology, University of Queensland, Brisbane, Australia.
Furnham
A
A
Miller
T
T