Title: The effect of personality of woman personal products sales force on job performance-The mediating role of adaptive selling behavior Student: Han-Lin Lu Advisor: Dr. I-Heng Chen For sales-oriented firms, sales force is the key factor in organization to be sustainable, so how to manage sales force effectively and incentive them to improve their performance is the important topic. This study focused on sales force personality relation between job performance. Secondly, understanding the adaptive selling behavior impact on their personality and job performance. This study survey the famous underwear company sales force, process descriptive statistical analysis, reliability analysis, ANOVA analysis and regression analysis for data analysis, by the above analysis, this study obtained the following conclusions: 1. Playfulness has positive influence on adaptive selling behavior, but doesn¡¦t have significant relationship between job performance. 2. Big five doesn¡¦t have significant relationship either between job performance, or on adaptive selling behavior. 3. Personality has significant positive influence on adaptive selling behavior, that shows personality has the impact on job performance through the behavior. 4. Adaptive selling behavior has significant positive influence on job performance. It means when sales force has more adaptive selling behaviors helps improve job performance.

The advent of the Internet, the influx of technology comparison shopping, and the evolvement of channels have increased the knowledge base of the consumer to the point where some scholars claim the multichannel consumer has more knowledge and control than the salesperson. Selling to a customer who has the control is a challenge for retailers and their sales forces. The purpose of this research is to examine the underlying decision process of the multichannel consumer and the impact of the retail salesperson. This present study tests a conceptual model that suggests multichannel consumers' perceptions of information asymmetry lead to perceived control and purchase intention. Based upon the model, the salesperson's new role is to motivate purchase intention by using adaptive selling to affect the consumer's perception of information asymmetry and perceived control. Using a scenario-based methodology tested with a sample of 307 multichannel consumers, the current investigation examined the impact of: (1) information asymmetry on the consumer's perceived control, (2) perceived control on purchase intention, (3) perceived control as a mediator between information asymmetry and purchase intention, (4) adaptive selling behavior on the consumer's perception of information asymmetry, and (5) adaptive selling behavior on the consumer's purchase intention. The findings revealed that if the multichannel consumer perceives an advantaged information asymmetry then perceived control and purchase intention will be impacted. Adaptive selling behavior affects the consumer's perceptions of information asymmetry but not perceived control. These findings can be used to help managers devise techniques to support the salesperson's ability to secure the sale with the multichannel consumer.