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Leadership moderating the impact of personality traits on sales performance

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dc.contributor.author Mattar, Dorine
dc.contributor.author El Khoury, Rim
dc.contributor.author Bassil, Pamela Youssef
dc.date.accessioned 2023-08-30T12:20:45Z
dc.date.available 2023-08-30T12:20:45Z
dc.date.copyright 2022 en_US
dc.date.issued 2022
dc.identifier.issn 1548-1131 en_US
dc.identifier.uri http://hdl.handle.net/10725/14981
dc.description.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 en_US
dc.language.iso en en_US
dc.title Leadership moderating the impact of personality traits on sales performance en_US
dc.type Article en_US
dc.description.version Published en_US
dc.author.school SOB en_US
dc.author.idnumber 202300031 en_US
dc.author.department Finance And Accounting en_US
dc.relation.journal International Journal of E-Business Research (IJEBR) en_US
dc.journal.volume 18 en_US
dc.journal.issue 1 en_US
dc.article.pages 1-21 en_US
dc.keywords Extraversion en_US
dc.keywords Leadership en_US
dc.keywords Moderator en_US
dc.keywords Neuroticism en_US
dc.keywords Personality Traits en_US
dc.keywords Sales Performance en_US
dc.keywords SEM en_US
dc.identifier.doi https://doi.org/10.4018/IJEBR.309389 en_US
dc.identifier.ctation Mattar, D., El Khoury, R., & Bassil, P. Y. (2022). Leadership moderating the impact of personality traits on sales performance. International Journal of E-Business Research (IJEBR), 18(1), 1-21. en_US
dc.author.email rim.elkhoury01@lau.edu.lb en_US
dc.identifier.tou http://libraries.lau.edu.lb/research/laur/terms-of-use/articles.php en_US
dc.identifier.url https://www.igi-global.com/article/leadership-moderating-the-impact-of-personality-traits-on-sales-performance/309389 en_US
dc.orcid.id https://orcid.org/0000-0003-4359-7591 en_US
dc.author.affiliation Lebanese American University en_US


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