The Two Faces of Playfulness: A New Tool to Select Potentially Successful Sales Reps

Sarah Maxwell, Gary Reed, Jim Saker, Vicky Story

Research output: Contribution to journalArticlepeer-review

22 Citations (SciVal)

Abstract

The purpose of this research is to investigate the potential of an Adult Playfulness scale that would aid in the selection of potentially successful sales reps. In the first study, we verify the construct validity of the Adult Playfulness scale in a sales context. The results show that adult playfulness has two primary factors: fun-loving and frivolous. In the second study, we show that fun-loving has a positive effect on adaptive selling by creating a learning orientation, and that it also has a positive effect on job satisfaction by lowering stress. Frivolous, however, has a negative effect on sales performance.
Original languageEnglish
Pages (from-to)215-229
JournalJournal of Personal Selling & Sales Management
Volume25
Issue number3
DOIs
Publication statusPublished - 2005
Externally publishedYes

Fingerprint

Dive into the research topics of 'The Two Faces of Playfulness: A New Tool to Select Potentially Successful Sales Reps'. Together they form a unique fingerprint.

Cite this