In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. The data was collected within one technologically intensive organization – ABB AB in Sweden using online web questionnaire and self-assessment measurements. Total investigation was conducted among organization’s salesforce. The findings confirm the importance of salesperson’s personality empirically showing that the latter significantly predicts both motivation and performance in selling new products. From all the Big Five Extraversion was confirmed to be the most important predictor of both motivation and performance in selling new products. Extraversion was found positively related with both motivation and performance in selling new products. Salespeople scoring high in Extraversion and especially possessing such characteristics as confident, energetic and sociable tend to be more motivated to sell new products and show higher performance results. Other personality dimensions such as Agreeableness, Conscientiousness, Neuroticism, and Openness to experience complexly approached are not proved to be significantly related neither with motivation nor performance in selling new products. The results are explained by the extreme importance of Extraversion in new product selling situation which analyzing in combination with the other personality dimensions suppresses the others. Finding regarding controlling for certain demographical characteristics of salespeople reveal that performance in selling new products is determined by selling experience. Salespeople’s age is not proved to be significantly related neither with motivation nor performance in selling new products. Findings regarding salespeople’s gender though proposing that males are more motivated to sell new products cannot be generalized due to the study limitations.

Tidigare forskning har visat att det finns ett samband mellan personlighetsdraget neuroticism och yttre motivation, a-motivation, låg självkänsla samt negativ affekt. Syftet med studien var att öka förståelsen för neuroticism som personlighetsdrag utifrån individernas motivationstyp, självkänsla samt individernas affektiva tillstånd. Studien undersökte även reliabiliteten hos instrumentet Mini-IPIP som har undersökt personlighetsdrag inom Big-five-teorin. Syftet testades med hjälp av fyra självskattningstester. Dessa var Mini-IPIP, Situational Motivation Scale (SIMS), Positive Affect and Negative Affect Scale (PANAS) samt Rosenbergs Self-esteem Scale (SES). I studien deltog N=110 deltagare i åldrarna 19-53 år. I avsikt att bättre förstå neuroticism och dess relation till motivation, självkänsla samt affekt genomfördes statistiska analyser såsom korrelation och regressionsanalys. Resultatet visade, med hjälp av en korrelation, att det fanns ett samband mellan negativ affekt och neuroticism som personlighetsdrag. Regressionsanalysen bekräftade samband mellan neuroticism som personlighetsdrag och motivationstyperna a-motivation samt yttre motivation. Dock kunde inget samband mellan neuroticisms och självkänsla bekräftas.

Bakgrund: Brand personality beskrivs i litteraturen som den uppsättning avpersonliga egenskaper som beskriver ett varumärke, genom att försevarumärken med mänskliga drag kan konsumenten lättare relatera ochknyta an till sina egna preferenser utifrån sin egen karaktär (Aaker 1997).Det var år 1997 som forskaren Jennifer Aaker (1997) kom med denförsta definitionen om brand personality, som följde "the set of humancharacteristics associated with a brand" (Aaker 1997, p 347). Syfte: Syftet är att förklara hur Aaker’s (1997) modell brand personality “thebig five” kan revideras för att passa till den Svenska kontexten. Forskningsfråga: Vilka dimensioner i modellen brand personality “the big five” (Aaker,1997) behöver revideras för att appliceras i en Svensk kontext?Vilka personlighetsdrag och dimensioner är unika för den svenskakontexten och behöver därmed adderas till brand personality modellen? Metod: Denna studie har antagit en abduktivt angreppssätt, där tidigareforskning om brand personality har varit utgångspunkt. Författarna toggrund i befintlig teori med avsikt att testa modellen ”the big five” skapadav Aaker (1997) empiriskt i en ny kontext. Till studien tillämpadesfokusgrupp (förstudie) och enkät. Resultat och slutsats: Genom studien var det möjligt att fastslå att Aakers (1997) ursprungligamodell brand personality, inte var funktionell i den kontext som studienämnar. En revidering var nödvändig för att uppnå en effektiv brandpersonality i den svenska kontexten. Resultatet genererade 41personlighetsdrag fördelade i 15 fasetter och fem dimensioner. Unikt förden svenska kontexten är åtta nya personlighetsdrag och tvådimensioner. Dimensionerna sophistication och ruggedness (Aaker1997) förkastades och ersattes av dynamisk och elementär. Det påvisadesatt vissa personlighetsdrag hade en annan innebörd i den svenskakontexten och var därmed bättre lämpade till en annan dimension.

Previous research shows that small workplaces more often discriminate immigrants during the process of hiring new employees than larger workplaces, and usually explains this result by referring to structural factors. At the same time, previous research also shows that self-employees tend to have different personality traits than other people. Could it be the case that the higher discrimination among small workplaces can be explained at an individual level? I examined the hypothesis through OLS-regressions using a survey called Employment, Material Resources, and Political Preferences. The results showed that people working at small workplaces tend to have more negative attitudes towards immigrants than people working at larger workplaces. In addition, by using a Big-Five model combined with background factors at an individual level, I found that people employed by small organizations tend to have other personality traits than those employed by larger organizations. But the Big-Five model cannot explain why small workplaces are more inclined to discriminate immigrants. In contrast, background factors such as education and gender have strong correlative effects on why people employed by small organizations have more negative attitudes towards immigrants. That is, small workplaces are more likely to employ men and people with relatively low education compared to larger workplaces, which is interesting in this context because men are on average found to be more negative towards immigrants than women, and lower educated people are more negative than those with higher education.

Tidigare forskning visar att personlighet har betydelse för individens stressupplevelse. Särskilt individer högt i Fem-Faktor modellens personlighesdimension neuroticism tenderar att upplevd högre stressnivåer än övriga fyra personlighetsdimensioner extraversion, samvetsgrannhet, öppenhet och sympatiskhet. Denna studie undersökte relationen mellan samtliga personlighetsdimensioner, samt en del övriga variabler, och stress. Detta skedde utifrån fyra frågeställning med fyra tillhörande hypoteser. 152 högskolestudenter deltog genom att besvara en enkät som bestod av översatta versioner av Shafer’s Five-Factor Personality Scale samt Cohen, Kamarck och Mermelsteins Perceived Stress Scale. Samt nio övriga bakgrundsvariabler. Insamlad data undersöktes med korrelationer, regressionsanalys, t-test och variansanalys. Resultatet visade, i linje med tidigare studier, att personlighet har betydelse för upplevd stress. Högt neurotiska individer upplever mest stress. I denna studie kunde 36 % av variationen i stressupplevelse förklaras av personlighet.

Titel: EWOMs påverkan på konsumenters köpintentioner - En studie om hur olika personlighetstypers köpintentioner påverkas av recensioner på internet.   Nivå: C-uppsats, examensarbete i ämnet företagsekonomi Författare: Jonas Lindblom och Jonas Åfors   Handledare: Jonas Molin och Lars-Johan Åge   Datum: 2018- maj   Syfte: Syftet med studien är att förklara hur olika personlighetstyper och deras köpintentioner påverkas av eWOM.     Metod: Studien använder sig av en kvantitativ forskningsmetod med en enkätundersökning som underlag för framarbetat resultat. Den webbaserade undersökningen som bestod av 23 frågor samlade in svar från 121 respondenter. Enkätsvaren analyserades sedan i det statistiska dataprogrammet SPSS där deskriptiv statistik, klusteranalys samt en korrelationsanalys genomfördes.   Resultat och slusats: Resultatet av denna studie visar att konsumenters köpintentioner påverkas olika av recensioner på internet beroende på deras personlighetsdrag. Studien tyder på personlighetsfaktorerna neuroticism och openness bidrar till köpintentioner av att läsa recensioner på internet vid bokandet av semesterresor. För personlighetsfaktorerna agreeableness och conscientiousness tydde resultatet på att recensioner på internet ger en omvänd effekt och bidrar till minskade köpintentioner.   Förslag till vidare forskning: Vidare forskning bör applicera ett mer utförligt Big Five-test i undersökningen för att se om sambanden mellan personlighetsfaktorerna och recensioner på internet blir dem samma. En större omfattning av denna studie med fler respondenter skulle bidra till ökad trovärdighet samt fler statistiska klarheter.   Uppsatsens bidrag: Studien har bidragit till ökad kunskap inom företagsekonomin med inriktning på marknadsföringsbegreppet eWOM och kopplat det till personlighetsforskningen inom Big Five. Vår studie bidrar till att företag inom turismbranschen enklare kan se vilka olika personlighetstyper som läser recensioner på internet. På så vis går det enklare att rikta sin marknadsföring till de individer som inte väljer att läsa och ta till sig recensioner på internet. / Title: The impact of eWOM on consumer purchasing intentions - A study of how the purchasing intentions of different personality types are influenced by online reviews                                         Level: Final assignment for Bachelor Degrees in Business Administration   Author: Jonas Lindblom och Jonas Åfors   Supervisor: Jonas Molin och Lars-Johan Åge   Date: 2018 - May   Aim: The purpose of the study is to explain how different personality traits and their purchasing intentions are influenced by eWOM.   Method: A quantitative research method was performed with a survey as a basis for the results obtained. The web based survey, which consisted of 23 questions, collected responses from 121 respondents. The questionnaire then was analyzed in the statistical computer program SPSS where descriptive statistics, cluster analysis and a correlation analysis were conducted.   Result and conclusion: The result of this study shows that consumers purchase intentions are influenced by online reviews based on their personality traits. The study suggests that the personality factors neuroticism and openness contribute to purchase intentions after reading reviews on the internet when booking holiday trips. For the personality factors agreeableness and conscientiousness, the result suggested that reviews on the internet give a reverse effect and contribute to reduced purchase intentions.   Further research: Further research should apply a more detailed Big Five test in the survey to see if the relationships between personality factors and online reviews make them the same. A greater extent of this study with more respondents would contribute to increased credibility as well as more statistical clarity.   Contribution of the thesis: The study has contributed to increased knowledge within the business administration with a focus on the eWOM marketing concept and linked it to the personality research within Big Five. With the help of our study, we help companies in the tourism industry to more easily see what types of personality are reading online reviews. This makes it easier to target their marketing to those individuals who do not choose to read and receive reviews on the internet.

Submitted by Jersica Lozado (jersicaassis@gmail.com) on 2017-04-24T17:06:57Z No. of bitstreams: 1 Dissertation_final_version (com ficha).pdf: 1617520 bytes, checksum: 41749c8d72ffae94a71ee15d63b2239e (MD5) / Approved for entry into archive by Hozana Azevedo (hazevedo@ufba.br) on 2017-08-08T13:45:53Z (GMT) No. of bitstreams: 1 Dissertation_final_version (com ficha).pdf: 1617520 bytes, checksum: 41749c8d72ffae94a71ee15d63b2239e (MD5) / Made available in DSpace on 2017-08-08T13:45:53Z (GMT). No. of bitstreams: 1 Dissertation_final_version (com ficha).pdf: 1617520 bytes, checksum: 41749c8d72ffae94a71ee15d63b2239e (MD5) / A literatura em Psicologia indica a carência de uma medida nacional que leve em consideração a personalidade do indivíduo no ambiente de trabalho. Considerando a qualidade psicométrica do teste dentro do contexto em que foi validado, o propósito deste estudo foi validar o Orpheus Business Personality Inventory (OBPI) para a população brasileira. Este teste foi desenvolvido especialmente para o ambiente organizacional e pode ser usado sob diversos propósitos, como seleção, promoção e desenvolvimento de colaboradores. O teste é composto por 190 itens, distribuídos em 16 escalas: cinco escalas maiores, sete escalas menores e quatro escalas de checagem. As escalas maiores, baseadas no modelo Big Five de personalidade, são Companheirismo, Autoridade, Conformidade, Emoção e Detalhe. As escalas menores, por sua vez, avaliam a integridade e foram baseadas nos traços do teste Giotto, são elas: Proficiência, Orientação para o trabalho, Paciência, Imparcialidade, Lealdade, Transparência e Iniciativa. Por fim, as escalas desenvolvidas para checagem de respostas contaminadas são: Dissimulação, Ambivalência, Desânimo e Falta de atenção. A coleta de dados foi realizada através da plataforma de testagem computadorizada Concerto, desenvolvida pela Universidade de Cambridge. Participaram deste estudo 938 indivíduos para a fase de testagem e 98 para a etapa de reteste. A validação de conteúdo contou com a participação de cinco juízes. Para a validade de construto, utilizou-se a Full Information Factor Analysis sob os pressupostos da Teoria de Resposta ao Item Multidimensional. O alfa de Cronbach e o coeficiente Omega foram calculados para medir a consistência interna de todas as escalas. Também foram avaliadas medidas de misfit de acordo com o modelo Rasch. Os resultados indicaram um conjunto de itens que apresentaram cargas fatoriais baixas, mas existem evidências de validade transcultural que podem ser 13 verificadas através dos resultados da validade de conteúdo e da fidedignidade do teste. A versão brasileira do OBPI não só suprirá uma lacuna na área de Avaliação Psicológica, como também auxiliará no desenvolvimento de um instrumento que seja multicultural em sua essência. Espera-se que em mão dos resultados aqui apresentados, estudos futuros possam encontrar evidências adicionais de validade de construto. / The literature in Psychology indicates the need for a national instrument that takes into consideration individual personality inside the workplace. Given the psychometric quality of this test within its validation context, the purpose of this study was to validate the Orpheus Business Personality Inventory to the Brazilian population. This test has been developed specially to the organizational environment and can be used under several purposes, such as selection, promotion and development of employees. The test is composed of 190 items divided through 16 scales: five major scales, seven minor scales and four audit scales. The major scales, based on the Big Five personality model, are Fellowship, Authority, Conformity, Emotion and Detail. The minor scale are a measure of integrity and were based on the traits stated on the Giotto test, they are: Proficiency, Work orientation, Patience, Fair-Mindedness, Loyalty, Disclosure and Initiative. Finally, the scales created to audit invalid responses are Dissimulation, Ambivalence, Despondency and Inattention. The data was collected through Concerto platform, developed by the University of Cambridge. In this study, participated 938 individuals for the testing phase and 98 for the retest phase. For the content validity study, five experts participated. For the construct valitidy study, a Full Information Factor Analysis was performed under the Multidimensional Item Response Theory underlying assumptions. Cronbach’s alpha and the Omega coefficient were calculated to evaluate the internal consistency for all scales. Misfit measurement were also investigated, according to the Rasch Model. The results indicated that a group of items presented low factor loadings, although cross-cultural validity can be inferred from the results for the content validity and reliability of the test. The Brazilian version of OBPI will not only fill a gap in the area of Psychological Evaluation, but will also assist the 15 development of an instrument that is multicultural in its essence. It is expected that further studies will support the results presented here with additional construct validity evidences.

Attention-Deficit/Hyperactivity Disorder (ADHD) is a commonly occurring neurodevelopmental disorder in children, affecting 3-7% of children (APA, 2000). Despite the high prevalence of ADHD, conceptualization of its subtypes, ADHD-PI and ADHD-C, remains under debate. One method of describing psychopathology is through the use of personality traits. The current study evaluated relationships between ADHD subtypes, ADHD symptoms, and the Big Five in 83 children between 8 and 12 years of age. Children with ADHD were consistently rated as having lower Agreeableness, Conscientiousness, and Openness than children without ADHD. Additionally, children with ADHD-PI had the lowest Openness, and children with ADHD-C had the lowest Conscientiousness, although these results differed by rater. When evaluating the symptom domains of ADHD, Extraversion, Conscientiousness, and Emotional Instability were associated with H/I, whereas only Conscientiousness was associated with inattention. Hyperactivity, specifically, was related to Extraversion, Conscientiousness, and Emotional Instability, whereas impulsivity was related to Conscientiousness and Emotional Instability only. Last, connections between the Emotional Regulation, Emotional Instability, and H/I are discussed. Implications regarding the use of personality measures to describe psychopathology in childhood are discussed, as are the challenges of using multiple raters in clinical populations.

The personality of musicians, artists, and other creative persons is of considerable interest to researchers and educators who seek to identify traits associated with musical behaviors. Personality traits can influence music behaviors such as instrument choice, ensemble choice, practice habits, and musical experience, which may contribute to continued music participation. The purpose of this study is to explore the relationships between personality type, music ensemble section, instrument choice (vocal or instrumental), and musical experience in college students and individuals who choose to continue participation after college. Few studies have concentrated on personality characteristics of ensemble members at the collegiate level and after formal education ceases. This is particularly relevant as personality characteristics may not be stable with age. This study examined the following questions: 1) To what extent do personality traits (Agreeableness, Conscientiousness, Extroversion, Neuroticism, and Openness to Experience) relate to ensemble choice (instrumental, vocal no musical ensemble participation) and gender?; and 2) To what extent do personality traits (Agreeableness, Conscientiousness, Extroversion, Neuroticism, and Openness to Experience) relate to ensemble section (e.g., brass, alto voice)? Participants were given a survey containing demographic questions and the Big Five Personality Inventory IPIP (Goldberg, 1992). Results showed that vocalists scored higher in Extroversion and Agreeableness compared to instrumentalists, and Instrumentalists scored higher in Neuroticism than vocalists. These results are consistent with previous research findings. This study has many implications for ensemble directors, such as rehearsal structure and repertoire choice. Music educators could also benefit from this knowledge when developing lesson plans and group assignments. Understanding different personality traits would also help ensemble members with communication within the ensemble.

No description available.