Excelling at selling: The charming personality style predicts occupational activities, sales performance, and persuasive competence.
The present research investigates how individual differences in charming personality are related to occupational activities, sales performance, and persuasive competence. Study 1 showed that sales representatives had higher scores on the charming personality style than executive managers. Study 2 showed that the charming personality style predicted actual sales performance among branch managers of a large German insurance company over a period of 2 years; the explicit power motivation served as a mediator in this relation. Finally, Study 3, carried out in a laboratory setting, confirmed the hypothesis that a charming personality is associated with persuasive competence, which suggests that this style is more relevant for sales representatives than for executive managers. The authors conclude that the charming personality style represents an important psychological resource for organizations.
University of Osnabrück, Osnabrück, Germany.
Miguel
M
Kazén
University of Osnabrück, Osnabrück, Germany.
Julius
J
Kuhl
Catholic University of Leuven, Leuven, Belgium.
Sylvie
S
Boermans
VU University, Amsterdam, The Netherlands.
Sander L
SL
Koole
charming personality; job selection; persuasion; power motivation; sales performance