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When intelligence is (dys)functional for achieving sales performance

Authors :
Verbeke, Willem J.
Belschak, Frank D.
Bakker, Arnold B.
Dietz, Bart
Source :
Journal of Marketing. July, 2008, Vol. 72 Issue 4, p44, 14 p.
Publication Year :
2008

Abstract

The ability of general mental ability (GMA) and social competence and certain thinking styles to help salespeople to reach their sales goals is studied. High GMA combined with high social competence brings the highest sales performance.

Subjects

Subjects :
Sales personnel -- Social aspects
Sales personnel -- Psychological aspects
Selling -- Social aspects
Selling -- Psychological aspects
Intellect -- Influence
Intelligence levels -- Influence
Advertising, marketing and public relations
Business

Details

Language :
English
ISSN :
00222429
Volume :
72
Issue :
4
Database :
Gale General OneFile
Journal :
Journal of Marketing
Publication Type :
Periodical
Accession number :
edsgcl.181832998

Tools

Authors Abstract Subjects Details