title: Moderating effect of ear preference on personality in the prediction of sales performance.
abstract: 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.
authors.affiliation: School of Psychology, University of Queensland, Brisbane, Australia.
authors.forename: C J
authors.initials: CJ
authors.lastname: Jackson
authors.forename: A
authors.initials: A
authors.lastname: Furnham
authors.forename: T
authors.initials: T
authors.lastname: Miller