Template-Type: ReDIF-Paper 1.0
Author-Name: Verbeke, W.J.M.I.
Author-Name-Last: Verbeke
Author-Name-First: Willem
Author-Name: Belschak, F.D.
Author-Name-Last: Belschak
Author-Name-First: Frank
Author-Name: Bakker, A.B.
Author-Name-Last: Bakker
Author-Name-First: Arnold
Author-Name: Dietz, H.M.S.
Author-Name-Last: Dietz
Author-Name-First: Bart
Title: When Intelligence is (Dys)Functional for Achieving Sales Performance
Abstract: Using two different samples of salespeople, the authors investigate how a combination of general mental ability (GMA) and specific skills and capabilities (social competence and thinking styles) allows salespeople to reach their sales goals. The study finds evidence for an interaction between GMA and social competence. If combined with high social competence, high GMA leads to highest sales performance; if combined with low social competence, high GMA leads to lowest sales performance. In addition, interaction effects between GMA and a judicial thinking style were found. Salespeople high on GMA have the most potential for attaining high levels of sales performance when combined with specific skills; when lacking these skills they may become the firm’s worst performers.
Creation-Date: 2008-06-18
File-URL: https://repub.eur.nl/pub/12633/ERS-2008-034-MKT.pdf
File-Format: application/pdf
Series: RePEc:ems:eureri
Number: ERS-2008-034-MKT
Classification-JEL: C44, M, M31
Keywords: general mental ability, knowledge, knowledge based marketing, sales, thinking styles
Handle: RePEc:ems:eureri:12633