Personality traits and sales performance: Exploring differential effects of need for cognition and self-monitoring

Journal of Marketing Theory and Practice

Volumn 15, Issue 2, 2007, Pages 145-157

  Deeter Schmelz, Dawn R ^a   Sojka, Jane Z ^a  

^a OHIO UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 34247335832     PISSN: 10696679     EISSN: None     Source Type: Journal    
DOI: 10.2753/MTP1069-6679150204     Document Type: Article

References (62)

1. Amabile, Teresa M., Karl G. Hill, Beth A. Hennessey, and Elizabeth M. Tighe (1994), "The Work Preference Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations," Journal of Personality and Social Psychology, 66 (May), 950-967.
2. Anderson, Lynn R. (1987), "Correlates of Self-Monitoring, Sex Role Typing, and Social Skills in New Zealand and the United States," Journal of Social Psychology, 127 (December), 677-680.
3. Anderson, Lynn R. and James Thacker (1985), "Self-Monitoring and Sex as Related to Assessment Center Ratings and Job Performance," Basic and Applied Social Psychology, 6 (4), 345-361.
4. Baumgartner, Hans (2002), "Toward a Personology of the Consumer," Journal of Consumer Research, 29 (September), 286-292.
5. Behrman, Douglas, and William D. Perreault, Jr. (1982), "Measuring the Performance of Industrial Salespersons," Journal of Business Research, 10 (3), 355-370.
6. Bell, Nancy J., Carol J. Schoenrock, and Keri K. O'Neal (2000), "Self-Monitoring and the Propensity for Risk," European Journal of Personality, 14 (2), 107-119.
7. Bentler, Peter M. (1990), "Comparative Fit Indexes in Structural Models," Psychological Bulletin, 107 (2), 238-246.
8. Bentler, Peter M. and Douglas G. Bonett (1980), "Significance Tests and Goodness of Fit in the Analysis of Covariance Structures," Psychological Bulletin, 88 (3), 588-606.
9. Blackshear, Thomas, and Richard E. Plank (1994), "The Impact of Adaptive Selling on Sales Effectiveness Within the Pharmaceutical Industry," Journal of Marketing Theory and Practice, 2 (3), 106-125.
10. Bollen, Kenneth A. (1989), Structural Equations with Latent Variables, New York: Wiley.
11. Briggs, Katherine C., and Isabel B. Myers (1984), Myers-Briggs Type Indicator, Palo Alto, CA: Consulting Psychologists Press.
12. Browne, Michael W., and Robert Cudeck (1993), "Alternative Ways of Assessing Model Fit," in Testing Structural Equation Models, Kenneth A. Bollen and J. Scott Long, eds., Newbury Park, CA: Sage, 136-162.
13. Cacioppo, John T., and Richard E. Petty (1982), "The Need for Cognition," Journal of Personality and Social Psychology, 42 (1), 116-131.
14. Cacioppo, John T., Richard E. Petty, and Chuan Feng Kao (1984), "The Efficient Assessment of Need for Cognition," Journal of Personality Assessment, 48 (3), 306-307.
15. Cacioppo, John T., Richard E. Petty, Jeffery A. Feinstein, W. Blair, and G. Jarvis (1996), "Dispositional Differences in Cognitive Motivation: The Life and Times of Individuals Varying in Need for Cognition," Psychological Bulletin, 119 (2), 197-253.
16. Caldwell, David F., and Charles A. O'Reilly, III (1982), "Boundary Spanning and Individual Performance: The Impact of Self-Monitoring," Journal of Applied Psychology, 67 (1), 72-76.
17. Chonko, Lawrence B., Ben M. Enis, and John F. Tanner (1992), Managing Salespeople, Boston: Allyn and Bacon.
18. Churchill, Gilbert A., Jr., Neil M. Ford, Steven W. Hartley, and Orville C. Walker, Jr. (1985), "The Determinants of Salesperson Performance: A Meta-Analysis," Journal of Marketing Research, 22 (May), 103-118.
19. Dalrymple, Douglas J., William L. Cron, and Thomas E. DeCarlo (2001), Sales Management, 7th ed., Hoboken, NJ: John Wiley.
20. Danheiser, Priscilla R., and William G. Graziano (1982), "Self-Monitoring and Cooperation as a Self-Presentational Strategy," Journal of Personality and Social Psychology, 42 (3), 497-505.
21. DeBono, Kenneth G. (1987), "Investigating the Social-Adjustive and Value-Expressive Functions of Attitudes: Implications for Persuasion Processes," Journal of Personality and Social Psychology, 52 (2), 279-287.
22. De Pelsmacker, Patrick, Maggie Geuens, and Vlerick Leuven (2002), "The Role of Humor in the Persuasion of Individuals Varying in Need for Cognition," in Advances in Consumer Research, vol. 29, Punam Keller and Dennis Rook, eds., Provo, UT: Association for Consumer Research, 50-57.
23. Dion, Paul A., Debbie Easterling, and Shirlie Jo Miller (1995), "What Is Really Necessary in Successful Buyer/Seller Relationships?" Industrial Marketing Management, 24 (1), 1-9.
24. Dobbins, Gregory H., William S. Long, Esther J. Dedrick, and Tanya Cheer Clemons (1990), "The Role of Self-Monitoring and Gender on Leader Emergence: A Laboratory and Field Study," Journal of Management, 16 (3), 609-618.
25. Dorsch, Michael J., and Scott W. Kelley (1994), "An Investigation into the Intentions of Purchasing Executives to Reciprocate Vender Gifts," Journal of the Academy of Marketing Science, 22 (4), 315-327.
26. Dubinsky, Alan J., and Steven W. Hartley (1986), "A Path-Analytic Study of a Model of Salesperson Performance," Journal of the Academy of Marketing Science, 14 (Spring), 36-46.
27. Elliott, Gregory C. (1979), "Some Effects of Deception and Level of Self-Monitoring on Planning and Reacting to Self-Presentation," Journal of Personality and Social Psychology, 37 (8), 1282-1292.
28. Goolsby, Jerry R., Rosemary R. Lagace, and Michael L. Boorom (1992), "Psychological Adaptiveness and Sales Performance," Journal of Personal Selling & Sales Management, 12, 2 (Spring), 51-66.
29. Gouldner, Alvin W. (1960), "The Norm of Reciprocity: A Preliminary Statement," American Sociological Review, 25 (April), 161-178.
30. Haugtvedt, Curtis P., Richard E. Petty, and John T. Cacioppo (1992), "Need for Cognition and Advertising: Understanding the Role of Personality Variables in Consumer Behavior," Journal of Consumer Psychology, 1 (3), 239-261.
31. Hollenbeck, John R., Arthur P. Brief, Ellen M. Whitener, and Karen E. Pauli (1988), "An Empirical Note on the Interaction of Personality and Aptitude in Personnel Selection," Journal of Management, 14 (3), 441-451.
32. Hu, Li-tze, and Peter M. Bentler (1999), "Cutoff Criteria for Fit Indexes in Covariance Structure Analysis: Conventional Criteria Versus New Alternatives," Structural Equation Modeling, 6 (1), 1-55.
33. Ingram, Thomas N., Keun S. Lee, and George H. Lucas, Jr. (1991), "Commitment and Involvement: Assessing a Salesforce Typology," Journal of the Academy of Marketing Science, 19 (Summer), 187-197.
34. Ingram, Thomas N., Raymond W. LaForge, Ramon Avila, Charles H. Schwepker, Jr., and Michael R. Williams (2001), Sales Management: Analysis and Decision Making, New York: Harcourt College.
35. Jöreskog, Karl G., and Dag Sörbom (1988), LISREL 7: A Guide to the Program and Applications, Chicago: SPSS.
36. Jöreskog, Karl G., and Dag Sörbom (1993), LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language, Chicago: Scientific Software International.
37. Kassarjian, Harold H., and Mary Jane Sheffet (1991), "Personality and Consumer Behavior: An Update," in Perspectives in Consumer Behavior, Harold H. Kassarjian and Thomas S. Robertson, eds., Englewood Cliffs, NJ: Prentice Hall, 281-303.
38. Lazarus, Richard S. (1999), Stress and Emotion: A New Synthesis, New York: Springer.
39. Lennox, Richard D., and Raymond N. Wolfe (1984), "Revision of the Self-Monitoring Scale," Journal of Personality and Social Psychology, 46 (6), 1349-1364.
40. Mantel, Susan Powell, and Frank R. Kardes (1999), "The Role of Direction of Comparison, Attribute-Based Processing, and Attitude-Based Processing in Consumer Preferences," Journal of Consumer Research, 25 (March), 335-353.
41. Mehra, Ajay, Martin Kilduff, and Daniel J. Brass (2001), "The Social Networks of High and Low Self-Monitors: Implications for Workplace Performance," Administrative Science Quarterly, 46 (1), 121-146.
42. Mill, Janice (1984), "High and Low Self-Monitoring Individuals: Their Decoding Skills and Empathic Expression," Journal of Personality, 42 (4), 372-388.
43. Nowlis, Stephen M., Barbara E. Kahn, and Ravi Dhar (2002), "Coping with Ambivalence: The Effect of Removing a Neutral Option on Consumer Attitude and Preference Judgments," Journal of Consumer Research, 29 (December), 319-335.
44. Nunnally, Jum C. (1978), Psychometric Theory, New York: McGraw-Hill.
45. Olson, Kenneth, Cameron J. Camp, and Dana Fuller (1984), "Curiosity and the Need for Cognition," Psychological Reports, 54 (1), 71-74.
46. Peterson, Robert A. (1994), "A Meta-Analysis of Cronbach's Coefficient Alpha," Journal of Consumer Research, 21 (September), 381-391.
47. Petty, Richard E., John T. Cacioppo, and David Schumann (1983), "Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement," Journal of Consumer Research, 10 (September), 135-147.
48. Randall, E. James, and Cindy H. Randall (2001), "A Current Review of Hiring Techniques for Sales Personnel: The First Step in the Sales Management Process," Journal of Marketing Theory and Practice, 9 (2), 70-83.
49. Sager, Jeffrey (1990), "How to Retain Salespeople," Industrial Marketing Management, 19 (2), 155-166.
50. Snyder, Mark (1974), "Self-Monitoring of Expressive Behavior," Journal or Personality and Social Psychology, 30 (4), 526-537.
51. Snyder, Mark (1979), "Self-Monitoring Processes," in Advances in Experimental Social Psychology, vol. 12, Leonard Berkowitz, ed., New York: Academic Press, 86-128.
52. Sojka, Jane Z., and Joan L. Giese (2001), "The Influence of Personality Traits on the Processing of Visual and Verbal Information," Marketing Letters, 12 (February), 91-106.
53. Spiro, Rosann L., and Barton A. Weitz (1990), "Adaptive Selling: Conceptualization, Measurement, and Nomological Validity," Journal of Marketing Research, 27 (February), 61-69.
54. Sternthal, Brian, Alice M. Tybout, and Bobby J. Calder (1987), "Confirmatory Versus Comparative Approaches to Judging Theory," Journal of Consumer Research, 14 (1), 114-125.
55. Sujan, Harish, Mita Sujan, and James R. Bettman (1988), "Knowledge Structure Differences Between More Effective and Less Effective Salespeople," Journal of Marketing Research, 25 (1), 81-87.
56. Venkatraman, Meera P., Deborah Marlino, Frank R. Kardes, and Kimberly B. Sklar (1990), "Effects of Individual Difference Variables on Response to Factual and Evaluative Ads," in Advances in Consumer Research, vol. 17, Marvin E. Goldberg, Gerald Gorn, and Richard W. Pollay, eds., Provo, UT: Association for Consumer Research, 85-97.
57. Walker, Orville C., Jr., Gilbert A. Churchill, Jr., and Neil M. Ford (1977), "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research, 14 (May), 156-168.
58. Weitz, Barton A. (1979), "A Critical Review of Personal Selling Research: The Need for Contingency Approaches," in Critical Issues in Sales Management: State of the Art and Future Research Needs, Gerald Albaum and Gilbert A. Churchill, Jr., eds., Eugene: University of Oregon Press, 76-126.
59. Wheaton, Blair, Bengt Muthen, Duane Alwin, and Gene F. Summers (1977), "Assessing Reliability and Stability in Panel Models," Sociological Methodology, 8 (1), 84-136.
60. Wiggins, Jerry S. (1996), The Five-Factor Model of Personality: Theoretical Perspectives, New York: Guilford.
61. Zhang, Yong (1996a), "The Effect of Humor in Advertising: An Individual-Difference Perspective," Psychology & Marketing, 13 (September), 531-546.
62. Zhang, Yong (1996b), "Responses to Humorous Advertising: The Moderating Effect of Need for Cognition," Journal of Advertising, 25 (Spring), 15-33.