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Researchers uncover dark traits that most successful salespeople have

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Representational image. — Unsplash
Representational picture. — Unsplash 
  • Researchers reveal narcissism, machiavellianism and psychopathy are traits that successful salespeople usually have.
  • Triad of dark traits is present in salespeople extra so than in different professions.
  • Study finds narcissism and psychopathy could result in success at first, however it will likely be then adopted by “fall from grace”.

Two new research by American researchers revealed that narcissism, machiavellianism and psychopathy are all traits that successful salespeople usually have.

In truth, the triad of dark traits is present in salespeople extra so than in different professions, not together with CEOs, attorneys, and celebrities.

To conduct the research, researchers investigated how dark salespeople carry out additional time in comparison with decrease rating salespeople and the way social networks affect their efficiency.

Surprisingly, the primary research discovered proof that narcissism (a situation the place one has an inflated ego) and psychopathy could result in success at first, however it will likely be then adopted by a “fall from grace”.

However, machiavellianism (the flexibility to make use of manipulation to realize energy by any means) produces little leads to the brief time period however has long-term efficiency advantages.

The second research analysed how a salesman’s community reacts to discovering their dark traits. High-reach effectivity is when a salesman’s traits turn into seen to others, whereas low attain effectivity delays the social visibility of a salesman’s actions.

“If the network structure obscures information regarding the misdeeds of a dark salesperson, it enhances the probability for performance-enhancing cooperation between the dark personality and his or her unsuspecting peers,” mentioned co-author Cinthia B Satornino, in a media launch.

As a outcome, narcissism and psychopathy result in decreased gross sales whereas machiavellianism advantages from attain effectivity, which results in enhanced efficiency.

The research is but to be printed within the Journal of Marketing.


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