| dc.description.abstract | The purpose of this study was to gain deeper knowledge of how personality
affects job performance in the sales occupation in a Norwegian context. Existing
research has established evidence of a relationship between personality and job
performance, however, little is known about which mechanisms might influence
this relationship. In the present study, affective commitment to the organization
and service quality orientation towards customers were accordingly explored as
potential mediators. This study of 114 in-store retail sales representatives from a
large telecommunication company revealed that there was no mediation present.
However, personality was found to be important for job performance as well as
for affective commitment and service quality orientation. More specifically, the
results showed that Open-Mindedness was negatively associated with objective
performance and Negative Emotionality with subjective performance, indicating
that the influence of personality on performance might be dependent on context
and type of performance measure. Further, Extraversion and Conscientiousness
were positively associated with affective commitment and Negative Emotionality
negatively associated. Agreeableness was positively associated with service
quality orientation. Furthermore, this study also found the facets belonging to the
global traits to be of importance. However, the results showed that affective
commitment and service quality orientation were not significantly related to job
performance. Potential limitations to the study and implications for practice are
discussed. Future research may explore this conceptual model in other national
contexts and sales settings, and investigate other potential mediators that may
contribute to explain the personality/ performance relationship. Future research is
also encouraged to obtain objective measures of performance. | nb_NO |
