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Leadership Moderating the Impact of Personality Traits on Sales Performance

Author

Listed:
  • Dorine Mattar

    (Notre Dame University, Louaize, Lebanon)

  • Rim El Khoury

    (Notre Dame University Louaize, Lebanon & Lebanese American University, Lebanon)

  • Pamela Youssef Bassil

    (Notre Dame University, Lebanon)

Abstract

This study aims to detect the impact of three personality traits on agents' sales performance. The moderating role of the unit manager's leadership style is highlighted too. MLQ-5X and Mini-IPIP questionnaires were distributed to 200 insurance sales agents in Lebanon. Using SEM, extraversion is found to be positively and significantly affecting sales performance whereas the neuroticism's impact is found to be negatively significant. Moreover, the transformational and the laissez-faire leadership styles are found to strengthen the positive relationship between extraversion and sales performance. Transactional leadership seemed to boost the negative relationship between neuroticism and sales performance. This study fills a gap in the literature and enriches it, specifically when it comes to the insurance industry in a Lebanese context.

Suggested Citation

  • Dorine Mattar & Rim El Khoury & Pamela Youssef Bassil, 2022. "Leadership Moderating the Impact of Personality Traits on Sales Performance," International Journal of E-Business Research (IJEBR), IGI Global Scientific Publishing, vol. 18(1), pages 1-21, January.
    • Handle: RePEc:igg:jebr00:v:18:y:2022:i:1:p:1-21
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    File URL: https://services.igi-global.com/resolvedoi/resolve.aspx?doi=10.4018/IJEBR.309389
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    References listed on IDEAS

    as
    1. Veeraraghavan Jagannathan & Senthilarasu Balasubramanian & Thamaraiselvan Natarajan, 2016. "A Modified Approach For Information Systems Success In The Context Of Internet Banking Using Structural Equation Modelling with R: An Empirical Study From India," International Journal of E-Business Research (IJEBR), IGI Global Scientific Publishing, vol. 12(3), pages 26-43, July.
    2. Sudarsan Jayasingh & Uchenna Cyril Eze, 2012. "Analyzing the Intention to Use Mobile Coupon and the Moderating Effects of Price Consciousness and Gender," International Journal of E-Business Research (IJEBR), IGI Global Scientific Publishing, vol. 8(1), pages 54-75, January.
    3. Su-Fang Lee & Wen-Jang (Kenny) Jih & Shyh-Rong Fang, 2006. "Investigating the Impact of Customer Relationship Management Practices of E-Commerce on Online Customer's Web Site Satisfaction: A Model-Building Approach," International Journal of E-Business Research (IJEBR), IGI Global Scientific Publishing, vol. 2(4), pages 61-77, October.
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