TITLE

Personal Traits/Characteristics

PUB. DATE
January 1997
SOURCE
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p78
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article discusses several articles related to personal traits, published in various journals. In the article "Charm School," by Michael Adams, published in the journal Sales & Marketing Management, the authors emphasize the importance of making a good impression on customers. In addition to physical appearance good manners are also essential. In the article "Personal Construct Psychology and Personal Selling Performance," by Richard E. Plank and Joel N. Greene, published the European Journal of Marketing, based on personal construct theory (PCT), these researchers propose an alternative approach to salesperson performance that integrates personality dimensions and seine performance. A constructivist theory originating in the field of clinical psychology, PCT seeks to understand a person's representation of events and their response to those events. According to the article "Machiavellianism: A Synthesis of the Evolutionry and Psychological Literatures," by David Solan Wilson, David Near and Ralph R. Miller, published in the journal Psychological Bulletin, machiavellianism is a strategy of social conduct that involves manipulating others for personal gain, often against the others' self interest.
ACCESSION #
9704141134

 

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