- When intelligence is (dys)functional for achieving sales performance
- Journal of Marketing
- Volume | Issue number
- 72 | 4
- Pages (from-to)
- Document type
- Faculty of Economics and Business (FEB)
- Amsterdam Business School Research Institute (ABS-RI)
Using two samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and thinking styles) enables salespeople to reach their sales goals. The study finds evidence for an interaction between GMA and social competence. When combined with high social competence, high GMA leads to the highest sales performance; when combined with low social competence, high GMA leads to the lowest sales performance. In addition, the authors find interaction effects between GMA and a judicial thinking style. Salespeople with a high GMA have the most potential for attaining high levels of sales performance when combined with specific skills; when salespeople with a high GMA lack these skills, they may become the firm's worst performers.
- go to publisher's site
If you believe that digital publication of certain material infringes any of your rights or (privacy) interests, please let the Library know, stating your reasons. In case of a legitimate complaint, the Library will make the material inaccessible and/or remove it from the website. Please Ask the Library, or send a letter to: Library of the University of Amsterdam, Secretariat, Singel 425, 1012 WP Amsterdam, The Netherlands. You will be contacted as soon as possible.