Moderating effect of ear preference on personality in the prediction of sales performance

C J Jackson; A Furnham; T Miller

doi:10.1080/713754404

Moderating effect of ear preference on personality in the prediction of sales performance

Laterality. 2001 Apr;6(2):133-40. doi: 10.1080/713754404.

Authors

C J Jackson¹, A Furnham, T Miller

Affiliation

¹ School of Psychology, University of Queensland, Brisbane, Australia.

PMID: 15513165
DOI: 10.1080/713754404

Abstract

This study examined the relationship between ear preference, personality, and performance ratings on 203 telesales staff. Social desirability scores were a significant predictor of two relatively independent sets of supervisor ratings (actual performance and developmental potential) in interaction with ear preference. It was found that the social desirability scale was a significant positive predictor for staff preferring a right ear headset, but a negative predictor for staff preferring a left ear headset. These results were interpreted in terms of different strategies used to achieve successful sales.