Browse > Article
http://dx.doi.org/10.13106/jafeb.2020.vol7.no10.377

The Impact of Salesperson's Personality to Job Performance in Machinery Industry in Viet Nam  

HUYNH, Tam Luong (Ho Chi Minh City Open University)
NGUYEN, Ha Minh (Ho Chi Minh City Open University)
KIEU, Tram Thi Bich (Ho Chi Minh City Open University)
Publication Information
The Journal of Asian Finance, Economics and Business / v.7, no.10, 2020 , pp. 377-389 More about this Journal
Abstract
This research focuses on identifying and measuring key personality factors affecting the job performance of salesperson working in the machinery industry in Vietnam. A total number of 218 salesperson working in machinery industry were surveyed. After evaluating Cronbach's Alpha and using the regression analysis technique, the results show the impact level of personality trait factors affecting the job performance of salesperson working in machinery industry. Ordered from the highest to the lowest effects on job performance, these factors are: agreeableness, openness to experience, conscientiousness, extraversion, and neuroticism. Five research hypotheses are accepted. Specifically, openness to experience, conscientiousness, extraversion, and agreeableness have positive impacts on job performance of salesperson working in machinery industry in Vietnam. However, neuroticism has a negative impact on job performance of salesperson. This research results indicate the level of impact of personality traits on the sales staff performance in machinery industry. Many people apply to this profession as a career choice. Each occupation is suitable for certain personality trait, which changes very little during adulthood. Research also shows that each personality trait always has its strengths and weaknesses. The educational environment should create conditions for learners to develop their character in a natural way.
Keywords
Personality; Personality Trait; Job Performance; Salesperson; Machinery Industry;
Citations & Related Records
Times Cited By KSCI : 8  (Citation Analysis)
연도 인용수 순위
1 Abdullah, I., Rashid, Y., & Omar, R. (2013), Effect of Personality on Job Performance of Employees : Empirical Evidence from Banking Sector of Pakistan. Middle-East Journal of Scientific Research, 17(12), 1735-1741. doi:10.5829/idosi.mejsr.2013.17.12.1552.
2 Arndt, A. D., & Karande, K. (2012). Is it better for salesperson to have the highest customer orientation or a strong fit with their group's customer orientation? Findings from automobile dealerships. Journal of Retailing and Consumer Services, 19(3), 353-359. doi:10.1016/j.jretconser.2012.03.009   DOI
3 Barrick, M. R., & Mount, M. K. (1991). The big five personality dimensions and job performance: a meta-analysis. Personnel Psychology, 44(1), 1-26.   DOI
4 Barrick, M., & Ryan, A. M. (Eds.). (2004). Personality and work: Reconsidering the role of personality in organizations (Vol. 20). New York, NY: John Wiley & Sons.
5 Barrick, M. R., Mount, M. K., & Strauss, J. P. (1993). Conscientiousness and performance of sales representatives: Test of the mediating effects of goal setting. Journal of Applied Psychology, 78(5), 715-722. https://doi.org/10.1037/0021-9010.78.5.715   DOI
6 Basir, M. S., Ahmad, S. Z., Kitchen, P. J., & Kingdom, U. (2010). The Relationship Between Sales Skills and Salesperson Performance: An Empirical Study in the Malaysia Telecommunications Company. International Journal of Management and Marketing Research, 3(1), 51-74.
7 Behrman, D. N., & Perreault Jr, W. D. (1982). Measuring the performance of industrial salespersons. Journal of Business Research, 10(3), 355-370.   DOI
8 Boles, J., Brashear, T., Bellenger, D., & Barksdale, H. (2000), Relationship selling behaviors: antecedents and relationship with performance. Journal of Business & Industrial Marketing, 15(2/3), 141-153. doi:10.1108/08858620010316840.   DOI
9 Bradberry, T. (2007). The personality code: Unlock the secret to understanding your boss, your colleagues, your friends - and yourself. London, UK: Penguin.
10 McCrae, R. R., & Costa Jr, P. T. (2004). A contemplated revision of the NEO Five-Factor Inventory. Personality and Individual Differences, 36(3), 587-596.   DOI
11 Nguyen, H. M., Mai, L. T., & Huynh, T. L. (2019). The role of transformational leadership toward work performance through intrinsic motivation: A study in the Pharmaceutical field in Vietnam. Journal of Asian Finance, Economics and Business, 6(4), 201-212. https://doi.org/10.13106/jafeb.2019.vol6.no4.201   DOI
12 Raudsepp, E. (1990). Are you flexible enough to succeed? Management, 41(4), 6-10.
13 Rothmann, S., & Coetzer, E. P. (2003). The big five personality dimensions and job performance. SA Journal of Industrial Psychology, 29(1), 68-74.
14 Salgado, J. F. (1997). The five factor model of personality and job performance in the European community. Journal of Applied Psychology, 82(1), 30-43. https://doi.org/10.1037/0021-9010.82.1.30   DOI
15 Smith, J. G., & Tennessee, M. (2010). Summary Brief A Comparison of the Relationships of a Market Orientation, Agreeableness, Openness to Experience, Gratitude, and Forgiveness to a Salesperson's Customer Orientation. In: Society for Marketing Advances Proceedings (pp. 218-220).
16 Smithikrai, C. (2007). Personality Traits and Job Success: An investigation in a Thai sample. International Journal of Selection and Assessment, 15(1), 134-138.   DOI
17 Stewart, G. L., & Nandkeolyar, A. K. (2006). Adaptation and intraindividual variation in sales outcomes: Exploring the interactive effects of personality and environmental opportunity. Personnel Psychology, 59(2), 307-332.   DOI
18 Cross, M. E., Brashear, T. G., Rigdon, E. E., & Bellenger, D. N. (2007), Customer orientation and salesperson performance, European Journal of Marketing, 41(7/8), 821-835. doi:10.1108/03090560710752410.   DOI
19 Brashear, T. G., Bellenger, D. N., Barksdale, H. C., & Ingram, T. N. (1997), Salesperson behavior: antecedents and links to performance, Journal of Business & Industrial Marketing, 12(3), 177-184. doi:10.1108/08858629710188018.   DOI
20 Clark, L. A., & Watson, D. (1991). Tripartite model of anxiety and depression: psychometric evidence and taxonomic implications. Journal of Abnormal Psychology, 100(3), 316-336. https://doi.org/10.1037/0021-843X.100.3.316   DOI
21 Dunn, W. S., Mount, M. K., Barrick, M. R., & Ones, D. S. (1995). Relative importance of personality and general mental ability in managers' judgments of applicant qualifications. Journal of Applied Psychology, 80(4), 500-509. https://doi.org/10.1037/0021-9010.80.4.500   DOI
22 Furnham, A., Forde, L., & Ferrari, K. (1999). Personality and work motivation. Personality and Individual Differences, 26(6), 1035-1043.   DOI
23 Furnham, A., & Fudge, C. (2008). The five factor model of personality and sales performance. Journal of Individual Differences, 29(1), 11-16.   DOI
24 Goldberg, L. R. (1981). Language and individual differences: The search for universals in personality lexicons. In: L. Wheeler (Ed.), Review of personality and social psychology (pp.141-165). Beverly Hills, CA: Sage.
25 Hamilton, E. E. (1988). The facilitation of organizational change: An empirical study of factors predicting change agents' effectiveness. The Journal of Applied Behavioral Science, 24(1), 37-59.   DOI
26 Ha, N. M., & An, N. T. (2015). Impact of Work-Family Conflict on Job Performance of Nurses Working for Hospitals in Ho Chi Minh City. Journal of Science Ho Chi Minh City Open University, 4, 16.
27 Thoresen, C. J., Bradley, J. C., Bliese, P. D., & Thoresen, J. D. (2004). The big five personality trait and individual job performance growth trajectories in maintenance and transitional job stages. Journal of Applied Psychology, 89(5), 835-853. doi:10.1037/0021-9010.89.5.835   DOI
28 McCrae, R. R., & Costa, P. T. (1987), Validation of the five-factor model of personality across instruments and observers, Journal of Personality and Social Psychology, 52, 81-90.   DOI
29 Suliman, A. M. (2001). Work performance: is it one thing or many things? The multidimensionality of performance in a Middle Eastern context. International Journal of Human Resource Management, 12(6), 1049-1061.   DOI
30 Tett, R. P., Jackson, D. N., & Rothstein, M. (1991). Personality measures as predictors of job performance: A meta-analytic review. Personnel Psychology, 44(4), 703-742.   DOI
31 Tran, D. T., Lee, L. Y., Nguyen, P. T., & Srisittiratkul, W. (2020). How Leader Characteristics and Leader Member Exchange Lead to Social Capital and Job Performance. Journal of Asian Finance, Economics and Business, 7(1), 269-278. https://doi.org/10.13106/jafeb.2020.vol7.no1.269   DOI
32 van den Berg, P. T., & Feij, J. A. (2003). Complex relationships among personality traits, job characteristics, and work behaviors. International Journal of Selection and assessment, 11(4), 326-339.   DOI
33 Verbeke, W. (1994), Personality characteristics that predict effective performance of sales people, Scandinavian Journal of Management, 10(1), 49-57. doi:10,1016/0956- 5221(94)90036-1   DOI
34 Vinchur, A. J., Schippmann, J. S., Switzer III, F. S., & Roth, P. L. (1998). A meta-analytic review of predictors of job performance for salesperson. Journal of Applied Psychology, 83(4), 586-597. https://doi.org/10.1037/0021-9010.83.4.586   DOI
35 Vroom, V. (1964). Work and motivation. New York, NY: John Wiley and Sons.
36 Herzberg, F. (2017). Motivation to work. London, UK: Routledge.
37 Ha, N. M., & Nguyen, T. V. H. (2014). The influence of leadership behaviors on employee performance in the context of software companies in Vietnam. Advances in Management and Applied Economics, 4(3), 157.
38 Nguyen, H. M., Nguyen, C., Ngo, T. T., & Nguyen, L. V. (2019). The effects of job crafting on work engagement and work performance: A study of Vietnamese commercial banks. Journal of Asian Finance, Economics and Business, 6(2), 189-201. https://doi.org/10.13106/jafeb.2019.vol6.no2.189   DOI
39 Han, J. H. (2020). The Effects of Personality Traits on Subjective Well-being and Behavioral Intention Associated with Serious Leisure Experiences. Journal of Asian Finance, Economics and Business, 7(5), 167-176. https://doi.org/10.13106/jafeb.2020.vol7.no5.167   DOI
40 Hurtz, G. M., & Donovan, J. J. (2000). Personality and job performance: The Big Five revisited. Journal of Applied Psychology, 85(6), 869-879. https://doi.org/10.1037/0021-9010.85.6.869   DOI
41 Jamal, M. (1984). Job stress and job performance controversy: An empirical assessment. Organizational Behavior and Human Performance, 33(1), 1-21.   DOI
42 John, O. P., & Srivastava, S. (1999). The Big Five trait taxonomy: History, measurement, and theoretical perspectives. Handbook of Personality: Theory and Research, 2(1999), 102-138.
43 Johnson, J. A. (1997). Units of analysis for the description and explanation of personality. In: R. Hogan, J. A. Johnson, & S. R. Briggs (Eds.), Handbook of Personality Psychology (pp. 73-93). Cambridge, MA: Academic Press.
44 Judge, T. A., Higgins, C. A., Thoresen, C. J., & Barrick, M. R. (1999). The big five personality traits, general mental ability, and career success across the life span. Personnel Psychology, 52(3), 621-652.   DOI
45 Witt, L. A., Burke, L. A., Barrick, M. R., & Mount, M. K. (2002). The interactive effects of conscientiousness and agreeableness on job performance. Journal of Applied Psychology, 87(1), 164-169. https://doi.org/10.1037/0021-9010.87.1.164   DOI
46 Wallace, C., & Chen, G. (2006). A multilevel integration of personality, climate, self-regulation, and performance. Personnel Psychology, 59(3), 529-557.   DOI
47 Wetzels, M., De Ruyter, K., & Bloemer, J. (2000). Antecedents and consequences of role stress of retail sales persons. Journal of Retailing and Consumer Services, 7(2), 65-75.   DOI
48 Wisker, L. (2011). The impact of personality traits on sales performance: A comparative study between Muslim and non-Muslim managers. Working Paper. Eastern Institute of Technology. New Zealand.
49 Yurtkorub, S. (2013). Job stress and job performance among employees in public sector in Istanbul: examining the moderating role of emotional intelligence. Procedia-Social and Behavioral Sciences, 75, 518-524.   DOI
50 Hough, L. M., Eaton, N. K., Dunnette, M. D., Kamp, J. D., & McCloy, R. A. (1990). Criterion-related validities of personality constructs and the effect of response distortion on those validities. Journal of Applied Psychology, 75(5), 581-595. https://doi.org/10.1037/0021-9010.75.5.581   DOI
51 Lindner, J. R. (1998). Understanding employee motivation. Journal of Extension, 36(3), 1-8.
52 Judge, T. A., Bono, J. E., Ilies, R., & Gerhardt, M. W. (2002). Personality and leadership: a qualitative and quantitative review. Journal of Applied Psychology, 87(4), 765-780. https://doi.org/10.1037/0021-9010.87.4.765   DOI
53 Klang, A. (2012). The Relationship between Personality and Job Performance in Sales: A Replication of Past Research and an Extension to a Swedish Context. Masters' thesis, Stockholm, Sweden: Stockholm University.
54 Kumar, K., & Bakhshi, A. (2010). The Five-Factor Model of Personality and Organizational Commitment: Is There Any Relationship? Humanity and Social Sciences Journal, 5(1), 25-34.
55 Loveland, J. M., Lounsbury, J. W., Park, S. H., & Jackson, D. W. (2015). Are salesperson born or made? Biology, personality, and the career satisfaction of salesperson. Journal of Business & Industrial Marketing, 30(2), 233-240. DOI: 10.1108/JBIM-12-2012-0257   DOI
56 Matzler, K., Renzl, B., Mooradian, T., von Krogh, G., & Mueller, J. (2011). Personality traits, affective commitment, documentation of knowledge, and knowledge sharing. The International Journal of Human Resource Management, 22(2), 296-310.   DOI