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 obtaining new sales and another primarily 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. A significant correlation between conscientiousness and new sales, but not between conscientiousness and customer retention, was found with the pooled data. As expected, relationships between conscientiousness and sales performance were not moderated by reward structure.
This research output has an Altmetric Attention Score of 5. This is our high-level measure of the quality and quantity of online attention that it has received. This Attention Score, as well as the ranking and number of research outputs shown below, was calculated when the research output was last mentioned on 06 March 2023.
All research outputs
#9,627,104
of 31,943,232 outputs
Outputs from Journal of Applied Psychology
#1,604
of 3,645 outputs
Outputs of similar age
#25,798
of 116,231 outputs
Outputs of similar age from Journal of Applied Psychology
#16
of 42 outputs
Altmetric has tracked 31,943,232 research outputs across all sources so far. This one has received more attention than most of these and is in the 69th percentile.
So far Altmetric has tracked 3,645 research outputs from this source. They typically receive a lot more attention than average, with a mean Attention Score of 21.6. This one has gotten more attention than average, scoring higher than 55% of its peers.
Older research outputs will score higher simply because they've had more time to accumulate mentions. To account for age we can compare this Altmetric Attention Score to the 116,231 tracked outputs that were published within six weeks on either side of this one in any source. This one has done well, scoring higher than 77% of its contemporaries.
We're also able to compare this research output to 42 others from the same source and published within six weeks on either side of this one. This one has gotten more attention than average, scoring higher than 61% of its contemporaries.
