IDEAS home Printed from https://ideas.repec.org/a/pfq/journl/v64y2019i2p173-188.html
   My bibliography  Save this article

Personality Testing of Salespeople Working in Finance

Author

Listed:
  • Juhász, István

Abstract

The main objective of my research was to explore whether there are differences between the personality of salespeople working in the finance and insurance sectors and that of ‘average' Hungarian citizens. In answering this question, I relied on the 21 respective dimensions of the Short California Psychological Inventory. Accordingly, I examined a sample of 1,000 salespeople employed at banks, insurance companies, building societies, financial consultancy firms, factoring and leasing companies, savings associations and companies listed on the stock exchange. As a result of the application of a one-sample t-test in breakdown by gender, it could be concluded that, apart from the results obtained for Capacity for Status, Ego Strength, Good Impression and Communality for women included in the sample, and Capacity for Status and Psychological-Mindedness for men included in the sample, which do not show a statistically justifiable divergence from standard values, the rest of the values do show a significant divergence. Consequently, in the majority of the 21 personality dimensions, divergences can be noted between the test sample and the standard values. These findings should definitely be taken into account during human resource management, and particularly during employee selection, in the financial sector.

Suggested Citation

  • Juhász, István, 2019. "Personality Testing of Salespeople Working in Finance," Public Finance Quarterly, Corvinus University of Budapest, vol. 64(2), pages 173-188.
    • Handle: RePEc:pfq:journl:v:64:y:2019:i:2:p:173-188
    as

    Download full text from publisher

    File URL: https://unipub.lib.uni-corvinus.hu/8692/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Jane Z. Sojka & Dawn R. Deeter-Schmelz, 2002. "Enhancing the Emotional Intelligence of Salespeople," American Journal of Business, Emerald Group Publishing, vol. 17(1), pages 43-50.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Abdul Kadir Othman & Hazman Shah Abdullah & Jasmine Ahmad, 2008. "Emotional Intelligence, Emotional Labour and Work Effectiveness in Service Organisations: A Proposed Model," Vision, , vol. 12(1), pages 31-42, January.
    2. Mohd Sah Basir & Syed Zamberi Ahmad & Philip J. Kitchen, 2010. "The Relationship Between Sales Skills And Salesperson Performance: An Empirical Study In The Malaysia Telecommunications Company," International Journal of Management and Marketing Research, The Institute for Business and Finance Research, vol. 3(1), pages 51-73.
    3. Nour El Houda Ben Amor, 2019. "What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals," International Business Research, Canadian Center of Science and Education, vol. 12(11), pages 76-93, November.

    More about this item

    Keywords

    salespeople; selection; finance; personality dimensions;
    All these keywords.

    JEL classification:

    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages
    • G22 - Financial Economics - - Financial Institutions and Services - - - Insurance; Insurance Companies; Actuarial Studies
    • G41 - Financial Economics - - Behavioral Finance - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making in Financial Markets
    • M51 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Firm Employment Decisions; Promotions

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pfq:journl:v:64:y:2019:i:2:p:173-188. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Adam Hoffmann (email available below). General contact details of provider: https://edirc.repec.org/data/bkeeehu.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.