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| Tekijä: | Stewart, G. |
| Otsikko: | Reward structure as a moderator of the relationship between extraversion and sales performance |
| Lehti: | Journal of Applied Psychology
1996 : DEC, VOL. 81:6, p. 619-627 |
| Asiasana: | SALES PSYCHOLOGY GROUPS |
| Kieli: | eng |
| Tiivistelmä: | The proposition that the relationship between extraversion and sales performance is moderated by reward structure was investigated. Specific hypotheses were tested with data obtained from 152 sales representatives. One group of sales representatives was rewarded primarily for obtraining new sales and another for retaining customers. Data pooled across the 2 groups showed that extraversion did not correlate significantly with either new sales or customer retention. However, moderator analysis revealed that extraversion was positively associated with the dimension of performance that was explicitly rewarded but not with the nonrewarded dimension. |
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