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Titel: Normal narcissism och personlighetsegenskapers inflytande i yrket som fastighetsmäklare – En fingervisning av de mest fördelaktiga egenskaperna hos svenska fastighetsmäklare  Nivå: Examensarbete på Grundnivå (kandidatexamen) i ämnet företagsekonomi Författare: Henric Mattsson och Louise PedersenHandledare: Dr. Jonas KågströmDatum: 2021 – Juni  Syfte: Många fastighetsmäklare väljer att sluta inom yrket de första åren, vilket bidrar till en stor kostnad för företagen. Normal narcissism har tidigare studerats som oberoende variabel till ett flertal organisatoriska faktorer, men få studier finns angående dess påverkan på motivation. Vidare används ofta personlighetsegenskaper för att förklara psykologiska faktorer inom organisationer. Syftet med denna C-uppsats är därför att mäta hur normala narcissistiska drag respektive personlighetsegenskaper påverkar motivation, prestation och avsikten att lämna arbetsplatsen hos svenska fastighetsmäklare.  Metod: Ett deduktivt tillvägagångssätt har applicerats på studien, där enkätundersökning är den valda datainsamlingsmetoden. Dataanalysen utfördes i statistikprogrammet “JASP”, där primärt bivariata korrelationsanalyser utförts. Populationen i studien är fastighetsmäklare inom Stockholms kommun.  Resultat och slutsats: Data samlades in från 204 respondenter. Resultatet visar starka relationer mellan normal narcissism och alla typer av motivation. Big Five- egenskaperna å andra sidan kan endast förklara inre motivation. Inga samband återfinns till vare sig prestation eller avsikten att lämna arbetsplatsen. En viktig slutsats i studien är att normal narcissism är fördelaktigt i yrket som fastighetsmäklare.  Examensarbetets bidrag: Teoretiskt bidrar studien till att normal narcissism har en stark inverkan på inre- och yttre motivation hos svenska fastighetsmäklare. Praktiskt bidrar studien till kunskap som är användbar för främst ledare inom branschen, där det är viktigt att låta fastighetsmäklarna vara autonoma och få chans till att utvecklas inom yrket.  Förslag till vidare forskning: Eftersom personlighetsegenskaper har en låg förklaringsgrad till fastighetsmäklares motivation, prestation och avsikten att lämna arbetsplatsen - bör andra oberoende variabler undersökas. Ett förslag är därför att undersöka kulturen på kontoret, och hur denna påverkar motivation.  Nyckelord: The Big Five, personlighetsegenskaper, normal narcissism, inre motivation, yttre motivation, prestation, avsikten att lämna arbetsplatsen, fastighetsmäklare / Titel: The influence of normal narcissism and personality traits in the profession as a realtor - A hint of the most beneficial characteristic of Swedish realtors Level: Student thesis, final assignment for Bachelor Degree in Business Administration Authors: Henric Mattsson and Louise PedersenSupervisor: Dr. Jonas KågströmDate: 2021 - June  Aim: Many realtors choose to quit the profession in the early years, which is a great cost to companies. Normal narcissism has previously been studied as an independent variable to several organizational factors, but few studies exist regarding its impact on motivation. Furthermore, personality traits are often used to explain psychological factors within organizations. The purpose of this thesis is therefore to measure how normal narcissistic traits and personality traits affect motivation, performance and turnover intention on Swedish realtors.  Method: A deductive approach has been applied to the study, where a survey is the chosen data collection method. The data analysis was performed in the statistical program “JASP”, where primarily bivariate correlation analyzes were performed. The population in the study is realtors in Stockholm County.  Result and conclusion: Data were collected from 204 respondents. The results show strong relationships between normal narcissism and all types of motivation. Personality traits, on the other hand, can only explain intrinsic motivation. No correlations were found to either performance or turnover intention. An important conclusion in this study is that normal narcissism is beneficial in the profession as a realtor.  Contribution of the thesis: Theoretically, the study contributes to the fact that normal narcissism has a strong impact on intrinsic- and extrinsic motivation among Swedish realtors. In practice, the study contributes to knowledge that is useful mainly for leaders in the industry, where it is important to let realtors be autonomous and have a chance to evolve in their profession.  Suggestions for future research: Since personality traits appear to be a poor predictor of the dependent variables in this study, other independent variables should be investigated. One suggestion is therefore to examine the culture in the office, and how this affects motivation.  Key words: The Big Five, personality traits, normal narcissism, intrinsic motivation, extrinsic motivation, performance, turnover intention, realtor

Aims: To examine whether personality traits predict the course of addictive behaviours in general and whether predictive associations differ between non-substance related (NR) and substance related (SR) addictive behaviours. Methodology: We recruited 338 individuals (19–27 y, 59 % female) from a random community sample with NR, SR, or no DSM-5 addictive disorder. Predictors were the Big Five personality traits (NEO-FFI) and reward and punishment sensitivity (BIS/BAS questionnaire). Outcomes were the slopes of addictive behaviours (i. e., quantity, frequency, and number of DSM-5 criteria) over three years. Bayesian multiple regressions were used to analyse the probabilities for each hypothesis. Results: The evidence that higher neuroticism, lower conscientiousness, lower agreeableness, higher extraversion, lower openness, higher reward sensitivity, and lower punishment sensitivity predict increased addictive behaviours over time was, overall, moderate to high (69 % to 99 %) and varied by trait and outcome. Predictive associations were mostly higher for NR compared with SR addictive behaviours. Conclusions: Personality traits predict the course of addictive behaviours, but associations were only about half as large as expected. While some personality traits, such as lower conscientiousness, predict increases in both NR and SR addictive behaviours over time, others, such as lower punishment sensitivity, seem to specifically predict increases in NR addictive behaviours. / Zielsetzung: Untersuchung der Vorhersage des Verlaufs von abhängigem Verhalten durch Persönlichkeitsmerkmale und Prüfung, ob sich diese prädiktiven Assoziationen zwischen verhaltensbezogenem (VB) und substanzbezogenem (SB) abhängigen Verhalten unterscheiden. Methodik: Wir rekrutierten 338 Personen (19–27 Jahre, 59 % weiblich) aus einer kommunalen Zufallsstichprobe mit einer VB-, einer SB- oder keiner DSM-5-Abhängigkeit. Prädiktoren waren die „Big Five“-Persönlichkeitsmerkmale (NEO-FFI) und die Belohnungs- und Bestrafungssensitivität (BIS/BAS-Fragebogen). Die Outcomes waren der Verlauf des abhängigen Verhaltens (d. h. Menge und Häufigkeit des Konsums und Anzahl der erfüllten DSM-5-Kriterien) über drei Jahre. Zur Analyse der Wahrscheinlichkeiten für jede Hypothese wurden Bayes‘sche multiple Regressionsanalysen verwendet. Ergebnisse: Die Evidenz, dass höherer Neurotizismus, geringere Gewissenhaftigkeit, geringere Verträglichkeit, höhere Extraversion, geringere Offenheit, höhere Belohnungssensitivität und geringere Bestrafungssensitivität eine Zunahme von Merkmalen abhängigen Verhaltens im Laufe der Zeit vorhersagen, war insgesamt moderat bis hoch (69 % bis 99 %) und variierte je nach Persönlichkeitsmerkmal und Outcome. Die prädiktiven Assoziationen waren meist höher für VB im Vergleich zu SB abhängigen Verhalten. Schlussfolgerungen: Persönlichkeitsmerkmale sagen den Verlauf des abhängigen Verhaltens voraus, allerdings waren die Zusammenhänge nur etwa halb so groß wie erwartet. Während einige Persönlichkeitsmerkmale, wie z. B. eine geringere Gewissenhaftigkeit, im Laufe der Zeit eine Zunahme des VB und des SB abhängigen Verhaltens vorhersagen, scheinen andere, wie z. B. eine geringere Sensibilität für Bestrafung, speziell eine Zunahme des VB abhängigen Verhaltens vorherzusagen.

Title: An essay based on the “Big Five” theory. The purpose of this essay is to examine and analyze how different personality traits relate to different phases and strategies of negotiation.   Level: Final assignment for a Bachelor Degree in Business Administration    Authors: Kamila Crafoord and Malin Larsson   Supervisor: Jonas Kågström    Date: 2019 – June   Aim: The aim of this essay is to examine and analyze how different personality traits relate to the different phases and strategies of negotiation.   Method: We have used a quantitative research method, based on a deductive approach. The data were obtained via a questionnaire, subsequently analyzed in the statistical programme “Jamovi”, using descriptive analysis, reliability analysis and factor analysis. The respondents were students of business administration at Högskolan i Gävle.   Results & Conclusions: The results show that the personality traits ”openness”, “conscientiousness” and ”agreeableness” are recurrent in the pre-bargaining as well as in the bargaining phase. “Conscientiousness” is linked to distributive strategies. The traits “agreeableness” and “openness” are associated with integrative strategies. We have made new findings concerning “openness” in particular, which is prominent in both the initial phase and the negotiation phase.   Contribution of the thesis: The study shows that certain personality types have a greater penetration power in different phases of negotiation. This knowledge can be useful, for example when putting together a negotiation team, where a dividing up of negotiators can be done based on the negotiation phases. Thus, the individual strengths of the team are used in the best possible way. The study has not been conducted in a specific line of business, and the results may be used in many situations where negotiations take place.   Suggestions for future research: The number of respondents in this study is limited. We believe that a more comprehensive study could contribute to a more in-depth knowledge concerning different lines of trade. In order to contribute to new knowledge of negotiation and its phases, it would be fruitful to compare senior negotiators to less experienced ones (students) within the field of Business Economics. It would also be interesting to stage negotiations with a group of participants, and compare their self-assessed views through a BFI-44 to the actual measured results of the negotiations.   Keywords: “negotiation”, “negotiation phases”, “initial phase”, “pre negotiation”, “bargaining phase”, “distributive”, “integrative”, “The Big Five”, “personality traits”, “individual differences”. / Titel: En studie baserad på femfaktorteorin i relation till förhandlingsfaser och -strategier.   Nivå: Examensarbete på Grundnivå (kandidatexamen) i ämnet företagsekonomi   Författare: Kamila Crafoord och Malin Larsson   Handledare: Jonas Kågström    Datum: 2019 - juni    Syfte: Studien avser att analysera hur olika personlighetsdrag förhåller sig till förhandlingsfaser och strategier.   Metod: Studien utgår från en kvantitativ metod med utgångspunkt i ett deduktivt förhållningssätt. Data har samlats in genom en enkätundersökning och har bearbetats i statistikprogrammet Jamovi med deskriptivanalys, reliabilitetsanalys och faktoranalyser. Vi har vänt oss till studenter i företagsekonomi på Högskolan i Gävle.   Resultat & slutsats: Resultatet visar att personlighetsdragen ”openness”, ”conscientiousness” och ”agreeableness” är återkommande både i den initiala fasen och förhandlingsfasen. ”Conscientiousness” kan kopplas samman med distributiva strategier och ”agreeableness” och ”openness” kan kopplas samman med integrativa strategi. Vi har gjort nya fynd gällande att ”openness” är framträdande inom den initiala fasen och förhandlingsfasen. Examensarbetets bidrag: Studien visar att vissa personlighetstyper har en mer optimal genomslagskraft i olika faser. Dessa kunskaper är bra att nyttja och kan exempelvis gå att implementera på ett förhandlingsteam, där en uppdelning av förhandlare kan göras utefter de båda förhandlingsfaserna. På så sätt nyttjas de styrkor som finns inom teamet på bästa sätt. Studien har inte utförts i en specifik bransch och resultaten kan användas i de många situationer där förhandlingar äger rum.   Förslag till fortsatt forskning: Studiens respondenter har varit begränsade i antalet, att utföra en mer omfattande undersökning tror vi skulle bidra till en fördjupad kunskap inom olika branscher.För att kunna bidra till ökad kunskap inom förhandling och dess faser skulle en jämförelse mellan erfarna förhandlare gentemot studenter inom företagsekonomi vara givande. Det skulle även vara intressant att låta en experimentgrupp utföra förhandlingar och låta dem genomföra en BFI-44. Det skulle möjliggöra att jämföra deras självskattade uppfattning baserat på BFI-44 med resultatet av förhandlingarna.

O presente trabalho traz um estudo no âmbito de Geração de Língua Natural, com ênfase na tarefa de Geração de Expressões de Referência (GER), a qual consiste em gerar expressões referenciais semelhantes às produzidas por humanos. Existem estudos que exploram o uso da variação individual do ser humano no aprendizado do padrão de seleção de conteúdo na construção de descrições, contudo, treinar tais conjuntos de dados é computacionalmente caro. O trabalho apresenta um modelo de seleção de conteúdo para GER, baseado em traços de personalidade, o qual generaliza padrões de comportamentos referenciais similares em cada perfil de personalidade. Na pesquisa também realizou-se um levantamento bibliográfico sobre o tema, e construiu-se um córpus com expressões de referência contendo informações de personalidade de cada participante, as quais foram anotadas tomando por base o modelo dos Cinco Grandes Fatores. Este córpus tem como finalidade ser utilizado como entrada tanto no modelo desenvolvido, como em outros estudos na área. Os resultados comprovam que modelos de GER dependentes da personalidade superam os algoritmos GER tradicionais, e que são uma alternativa viável em abordagens que dependam da variação de locutores / The present work presents a study in the field of Generation of Natural Language, with emphasis on the task of Generation of Reference Expressions (GER), which is to generate reference expressions similar to those produced by humans. There are studies that explore the use of individual human variation in learning the pattern of content selection in the construction of descriptions, however, training such datasets is computationally expensive. The paper presents a content selection model for GER based on personality traits, which generalizes patterns of similar referential behavior in each personality profile. The research also carried out a bibliographic survey on the subject, and a corpus was constructed with reference expressions containing personality information of each participant, which were annotated based on the model of the Five Great Factors. This corpus is intended to be used as an input in both the developed model and other studies in the area. The results show that personality-dependent GER models exceed traditional GER algorithms, and are a viable alternative in approaches that depend on the variation of speakers

O presente trabalho aborda a determinação de conteúdo na fase de planejamento do documento no pipeline de Geração de Língua Natural (GLN) usando fatores de personalidade do modelo dos Cinco Grandes Fatores (CGF). O principal objetivo deste trabalho é gerar modelos computacionais de determinação de conteúdo baseados nos fatores de personalidade CGF. O trabalho aplicará técnicas já existentes de GLN para determinação de conteúdo, levando em conta os fatores de personalidade mapeados pelo modelo CGF. São utilizados os conceitos descritos por substantivos e os conceitos descritos por adjetivos relacionados aos substantivos na tarefa de descrição de cenas para a determinação de conteúdo. As principais contribuições desse trabalho são uma investigação de se e como a determinação de conteúdo de descrições textuais é influenciada pela personalidade do autor, além de entregar um modelo de determinação de conteúdo baseado em personalidade para os conceitos em que o trabalho foi aplicado, entre outras entregas. É apresentado o embasamento teórico com os conceitos fundamentais de GLN, e mais especificamente de determinação de conteúdo, foco dessa pesquisa. Além disso, são apresentados os modelos de personalidade humana, com destaque ao modelo CGF e inventários CGF, utilizados para a coleta de dados e execução dessa proposta. São apresentados também os principais trabalhos relacionados à GLN e modelo CGF, mesmo que não tratem especificamente da influência dos CGF na determinação de conteúdo. Um experimento para coleta do córpus utilizado na pesquisa é descrito, e também os modelos para determinação de conteúdo no âmbito de conceitos representando entidades visuais e seus predicados, assim como a avaliação desses modelos. Por fim, são apresentadas as conclusões obtidas com os modelos desenvolvidos e experimentos realizados / The present research approaches the content determination in the document planning phase of the Natural Language Generation (NLG) pipeline using personality factors of the Big Five Factor (BFF) model. The main objective of this research is to generate computational models of content determination based on the BFF personality factors. This research will apply existing NLG models to the content determination, taking into account the personality factors mapped by the BFF model. The concepts described by nouns and the concepts described by adjectives related to nouns in the task of describing scenes for content determination are used. The main contributions of this research are an investigation of if and how the content determination of textual descriptions is influenced by the personality of the author, in addition to providing a personality-based content determination model for the concepts in which the research was applied, among others deliveries. This document presents the theoretical basis and the fundamental NLG concepts, and more specifically the concept of content determination, which is the focus of this research. In addition, human personality models are presented, with emphasis on the BFF model and BFF inventories, used both for data collection and development of this proposal. The main studies related to NLG and the BFF model, even if they do not specifically address the influence of BFF in content determination, are also presented. An experiment for collecting the corpus used in the research is described, also the models to determine content in the scope of concepts representing visual entities and their predicates, as well as an evaluation of these models. Finally, the conclusions obtained with the developed models and experiments are presented

The present study aims to predict which individual factors may influence strategy-choices in wayfinding situations, specifically when participants are faced with ambiguous instructions in unfamiliar environments. Individual differences were measured with self-report forms of the Big Five personality traits and the Santa Barbara sense of direction scale (SBSOD). The study was conducted in a web-based survey format with a n=104 (65 female, and 39 male). A regression analysis concluded that the trait conscientiousness was the only factor that had predictive value in determining choice of strategy. SBSOD had some predictive values towards strategy-choice, but needs further investigation before any general conclusion can be drawn. Future studies should focus on a more goal‑oriented task with more realistic stimulus.

O presente trabalho aborda a determinação de conteúdo na fase de planejamento do documento no pipeline de Geração de Língua Natural (GLN) usando fatores de personalidade do modelo dos Cinco Grandes Fatores (CGF). O principal objetivo deste trabalho é gerar modelos computacionais de determinação de conteúdo baseados nos fatores de personalidade CGF. O trabalho aplicará técnicas já existentes de GLN para determinação de conteúdo, levando em conta os fatores de personalidade mapeados pelo modelo CGF. São utilizados os conceitos descritos por substantivos e os conceitos descritos por adjetivos relacionados aos substantivos na tarefa de descrição de cenas para a determinação de conteúdo. As principais contribuições desse trabalho são uma investigação de se e como a determinação de conteúdo de descrições textuais é influenciada pela personalidade do autor, além de entregar um modelo de determinação de conteúdo baseado em personalidade para os conceitos em que o trabalho foi aplicado, entre outras entregas. É apresentado o embasamento teórico com os conceitos fundamentais de GLN, e mais especificamente de determinação de conteúdo, foco dessa pesquisa. Além disso, são apresentados os modelos de personalidade humana, com destaque ao modelo CGF e inventários CGF, utilizados para a coleta de dados e execução dessa proposta. São apresentados também os principais trabalhos relacionados à GLN e modelo CGF, mesmo que não tratem especificamente da influência dos CGF na determinação de conteúdo. Um experimento para coleta do córpus utilizado na pesquisa é descrito, e também os modelos para determinação de conteúdo no âmbito de conceitos representando entidades visuais e seus predicados, assim como a avaliação desses modelos. Por fim, são apresentadas as conclusões obtidas com os modelos desenvolvidos e experimentos realizados / The present research approaches the content determination in the document planning phase of the Natural Language Generation (NLG) pipeline using personality factors of the Big Five Factor (BFF) model. The main objective of this research is to generate computational models of content determination based on the BFF personality factors. This research will apply existing NLG models to the content determination, taking into account the personality factors mapped by the BFF model. The concepts described by nouns and the concepts described by adjectives related to nouns in the task of describing scenes for content determination are used. The main contributions of this research are an investigation of if and how the content determination of textual descriptions is influenced by the personality of the author, in addition to providing a personality-based content determination model for the concepts in which the research was applied, among others deliveries. This document presents the theoretical basis and the fundamental NLG concepts, and more specifically the concept of content determination, which is the focus of this research. In addition, human personality models are presented, with emphasis on the BFF model and BFF inventories, used both for data collection and development of this proposal. The main studies related to NLG and the BFF model, even if they do not specifically address the influence of BFF in content determination, are also presented. An experiment for collecting the corpus used in the research is described, also the models to determine content in the scope of concepts representing visual entities and their predicates, as well as an evaluation of these models. Finally, the conclusions obtained with the developed models and experiments are presented

O presente trabalho traz um estudo no âmbito de Geração de Língua Natural, com ênfase na tarefa de Geração de Expressões de Referência (GER), a qual consiste em gerar expressões referenciais semelhantes às produzidas por humanos. Existem estudos que exploram o uso da variação individual do ser humano no aprendizado do padrão de seleção de conteúdo na construção de descrições, contudo, treinar tais conjuntos de dados é computacionalmente caro. O trabalho apresenta um modelo de seleção de conteúdo para GER, baseado em traços de personalidade, o qual generaliza padrões de comportamentos referenciais similares em cada perfil de personalidade. Na pesquisa também realizou-se um levantamento bibliográfico sobre o tema, e construiu-se um córpus com expressões de referência contendo informações de personalidade de cada participante, as quais foram anotadas tomando por base o modelo dos Cinco Grandes Fatores. Este córpus tem como finalidade ser utilizado como entrada tanto no modelo desenvolvido, como em outros estudos na área. Os resultados comprovam que modelos de GER dependentes da personalidade superam os algoritmos GER tradicionais, e que são uma alternativa viável em abordagens que dependam da variação de locutores / The present work presents a study in the field of Generation of Natural Language, with emphasis on the task of Generation of Reference Expressions (GER), which is to generate reference expressions similar to those produced by humans. There are studies that explore the use of individual human variation in learning the pattern of content selection in the construction of descriptions, however, training such datasets is computationally expensive. The paper presents a content selection model for GER based on personality traits, which generalizes patterns of similar referential behavior in each personality profile. The research also carried out a bibliographic survey on the subject, and a corpus was constructed with reference expressions containing personality information of each participant, which were annotated based on the model of the Five Great Factors. This corpus is intended to be used as an input in both the developed model and other studies in the area. The results show that personality-dependent GER models exceed traditional GER algorithms, and are a viable alternative in approaches that depend on the variation of speakers

Social psychology has a long tradition of studying the personality traits associated with subjective well-being (SWB). However, research often depends on a priori but unempirical assumptions about how to (a) measure the constructs, and (b) mitigate confounded associations. These assumptions have caused profligate and often contradictory findings. To remedy, I demonstrate how a computational psychology paradigm-predicated on large online data and iterative analyses-might help isolate more robust personality trait associations. At the outset, I focussed on univariate measurement. In the first set of studies, I evaluated the extent researchers could measure psychological characteristics at scale from online behaviour. Specifically, I used a combination of simulated and real-world data to determine whether predicted constructs like big five personality were accurate for specific individuals. I found that it was usually more effective to simply assume everyone was average for the characteristic, and that imprecision was not remedied by collapsing predicted scores into buckets (e.g. low, medium, high). Overall, I concluded that predictions were unlikely to yield precise individual-level insights, but could still be used to examine normative group-based tendencies. In the second set of studies, I evaluated the construct validity of a novel SWB scale. Specifically, I repurposed the balanced measure of psychological needs (BMPN), which was originally designed to capture the substrates of intrinsic motivation. I found that the BMPN robustly captured (a) dissociable experiences of suffering and flourishing, (b) more transitive SWB than the existing criterion measure, and (c) unique variation in real-world outcomes. Thus, I used it as my primary outcome. Then, I focussed on bivariate associations. The third set of studies extracted pairs of participants with similar patterns of covarying personality traits-and differing target traits-to isolate less-confounded SWB correlations. I found my extraction method-an adapted version of propensity score matching-outperformed even advanced machine learning alternatives. The final set of studies isolated the subset of facets that had the most robust associations with SWB. It combined real-world surveys with a total of eight billion simulated participants to find the traits most prevalent in extreme suffering and flourishing. For validation purposes, I first found that depression and cheerfulness-the trait components of SWB-were highly implicated in both suffering and flourishing. Then, I found that self-discipline was the only other trait implicated in both forms of SWB. However, there were also domain-specific effects: anxiety, vulnerability and cooperation were implicated in just suffering; and, assertiveness, altruism and self-efficacy were implicated in just flourishing. These seven traits were most likely to be the definitive, stable, drivers of SWB because their effects were totally consistent across the full range of intrapersonal contexts.