| Summary: | 碩士 === 國立雲林科技大學 === 企業管理系 === 103 === The study of personality has been widely discussed and applied in the field of human resource since 1990. Based on past literatures, personality has been proven to affect work efficiency. What kind of personality can deliver better work efficiency is a continuous focus in both academic and practical approaches. The fast transformation of electronics industry has changed industry pattern away from mainly OEM oriented and wiped out weak competitor. To cope with competitive environment, capable top managerial team has become important. To train a talent salesperson is costly. When selecting a talent, firm should not only consider his professional skill but also often take his personality into account.
The purpose of this study is to examine how personality affects sales performance as well as how to recruit targeted salesperson properly. This research is based on NEO Personality Inventory-Revised (NEO-PI-R) analysis, which was developed by Costa & McCrae (1992). This personality measurement features include: “extroversion”, “agreeableness”, “conscientiousness”, “emotional stability” and “openness to experience”.
This study collects the objects of the electronics industry salesmen through questionnaires. Using SPSS 22.0 statistical software to verify the hypothesis, this study found that in the five personality traits, Extraversion and Agreeableness has a significant impact on the emotional labor and sales force performance. Moreover, emotional labor (Deep acting) also have significant impact on sales force performance. Therefore, the results shows that apart from professional knowledge, the salesmen of electronics industry should take premium on taking the initiative to interact with others, friendly responding the client requirements, having a high willingness to cooperate with the organization , adjusting their inner experience, suppressing negative feeling, showing consistency of inner experience and expression.
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