title: The effect of personality, emotional intelligence and social network characteristics on sales performance: The mediating roles of market intelligence use, adaptive selling behaviour and improvisation

authors: Wisker, Zazli Lily

subjects: the big five

abstract: Today’s account management is complex. The market is extremely competitive, technology is making alternatives and low-distribution methods possible, product lifecycles are accelerating, and customers are becoming less loyal and more sophisticated while at the same time, becoming more demanding. A key challenge facing firms is to determine how to deploy highly effective account managers in order to perform in this complex environment. In this dissertation, I tested whether account manager (1) personality traits, (2) social network characteristics, and (3) emotional intelligence affected their sales performance. I then tested whether these three independent variables affected sales performance through various mediating variables including: (1) market intelligence use, (2) improvisation, and (3) adaptive selling behaviour. Finally, I tested the model by comparing between the Muslim and non-Muslim account managers due to the understanding that Islamic values influence the personality and behaviour of its followers. The research setting involved Muslim and non-Muslim account managers in Malaysia who managed sales of financial products such as shares, bonds, unit trusts, foreign exchange, and futures markets. A combination of mail and in-person survey was used to collect the data. A pilot test was conducted prior to final survey administration. Eighteen randomly selected account managers participated in the pilot test. Results and observations from the pilot test were used to finalise the survey. The finalised questionnaire was sent to 2,122 account managers drawn randomly from the 29 registered finance companies, stock brokers, and banks in Malaysia. Four hundred ninety four usable questionnaires were returned yielding a 23.3 percent response rate. Of the 494 replies, 280 were from Muslim account managers while the remaining 214 were from non-Muslim account managers. Data was analysed using Structural Equation Modeling (SEM). The Goodness of Fit Index GFI, Comparative Fit Index CFI, and Root Mean Square Error of Approximation RMSEA were used as model fitness indicators. The missing data was analysed using Maximum Likelihood (ML). Overall, the results of the data illustrated strong support for the conceptual model. Market intelligence use and improvisation was found to mediate the relationship between the independent variables and the dependent variable. More specifically, market intelligence use and improvisation were observed to mediate the relationship between openness to experience and sales performance, conscientiousness and sales performance, and network size and sales performance. Adaptive selling behaviour was found to mediate the relationship between emotional intelligence and sales performance. Finally, no significant statistical differences were observed between Muslim and non-Muslim managers. The results of this study contribute to sales management literature by understanding the role of mediators in the personality trait-sales performance relationship, social network characteristics-sales performance relationship, and emotional intelligence-sales performance relationship. Consequently, these findings indicate several managerial implications for recruitment, training, work practices, internal and relationship marketing, and policies at the workplace.

text: The effect of personality, emotional intelligence and social network characteristics on sales performance: The mediating roles of market intelligence use, adaptive selling behaviour and improvisation Today’s account management is complex. The market is extremely competitive, technology is making alternatives and low-distribution methods possible, product lifecycles are accelerating, and customers are becoming less loyal and more sophisticated while at the same time, becoming more demanding. A key challenge facing firms is to determine how to deploy highly effective account managers in order to perform in this complex environment. In this dissertation, I tested whether account manager (1) personality traits, (2) social network characteristics, and (3) emotional intelligence affected their sales performance. I then tested whether these three independent variables affected sales performance through various mediating variables including: (1) market intelligence use, (2) improvisation, and (3) adaptive selling behaviour. Finally, I tested the model by comparing between the Muslim and non-Muslim account managers due to the understanding that Islamic values influence the personality and behaviour of its followers. The research setting involved Muslim and non-Muslim account managers in Malaysia who managed sales of financial products such as shares, bonds, unit trusts, foreign exchange, and futures markets. A combination of mail and in-person survey was used to collect the data. A pilot test was conducted prior to final survey administration. Eighteen randomly selected account managers participated in the pilot test. Results and observations from the pilot test were used to finalise the survey. The finalised questionnaire was sent to 2,122 account managers drawn randomly from the 29 registered finance companies, stock brokers, and banks in Malaysia. Four hundred ninety four usable questionnaires were returned yielding a 23.3 percent response rate. Of the 494 replies, 280 were from Muslim account managers while the remaining 214 were from non-Muslim account managers. Data was analysed using Structural Equation Modeling (SEM). The Goodness of Fit Index GFI, Comparative Fit Index CFI, and Root Mean Square Error of Approximation RMSEA were used as model fitness indicators. The missing data was analysed using Maximum Likelihood (ML). Overall, the results of the data illustrated strong support for the conceptual model. Market intelligence use and improvisation was found to mediate the relationship between the independent variables and the dependent variable. More specifically, market intelligence use and improvisation were observed to mediate the relationship between openness to experience and sales performance, conscientiousness and sales performance, and network size and sales performance. Adaptive selling behaviour was found to mediate the relationship between emotional intelligence and sales performance. Finally, no significant statistical differences were observed between Muslim and non-Muslim managers. The results of this study contribute to sales management literature by understanding the role of mediators in the personality trait-sales performance relationship, social network characteristics-sales performance relationship, and emotional intelligence-sales performance relationship. Consequently, these findings indicate several managerial implications for recruitment, training, work practices, internal and relationship marketing, and policies at the workplace.

year: 2011

title: Human,climatic and oceanographic influences on the marine environment of Pohnpei, Federated States of Micronesia

authors: Phillip, Naiten Bradley, Jr.

subjects: coral reefs

abstract: Coral reefs and marine resources are culturally, as well as economically, vital to Pohnpei, situated in the Federated States of Micronesia (FSM). Farming and fishing are the main sources of livelihood for most Pohnpeian communities.  Pohnpei has eleven Marine Protected Areas (MPAs) where nine are situated in the Pohnpei Island Lagoon and two MPAs on the outer low-lying atolls.  Like many other Pacific Island countries Pohnpei is on the verge of creating more MPAs.  However, the marine environment continues to be significantly threatened by human and natural influences.  The recognised threats are yet to be methodically investigated.

This thesis used a combination of sediment, coral, fish, climatic, and oceanographic data, and focused on the Pohnpei Lagoon, examining a range of natural and human issues in the marine environment both at the local level (focusing on that within the Pohnpei Lagoon) and regional level (focusing on the western Pacific region).

Evidence from historical, archaeological, and modern experience has influenced various marine impacts that have altered the coastline and the marine environment of the Pohnpei Lagoon.  Humans have greatly impacted on the coral diversity and fish populations in the Pohnpei Lagoon by over-fishing and contributing to accelerated sediment inputs. My study findings shows that that increased sea surface temperature (SST) caused by El Ni o events is not the only cause of coral bleaching, but also cooling of SST, and other human factors.  However, when corals bleach they recover by  symbiont shuffling .  This is an ingenious way in which corals host one or more varieties of their zooxanthelle (Symbiodinium symbiont clades) that are more tolerant of the stress caused by increased SST and human factors.

The recognised natural climatic variability, particularly the El Ni o/Southern Oscillation (ENSO), may pose a significant threat to the Pohnpei Lagoon. El Ni o events are associated with: a change in trade winds and stronger wind gusts attributed to typhoons; lower rainfall causing drought; a decrease in SST attributed to cooling of the marine environment; increase of salinity in marine estuaries affecting development and recruitment of marine species communities; and a steep fall in sea level exposing corals to other elements.  The various on-going human threats and El Ni o-like conditions have caused giant clams (Tridacna gigas) to become extinct, have endangered herbivorous fish populations, and caused coral bleaching by cooling of SST.  

Although high SSTs are normally blamed for coral bleaching, the last major bleaching event in Pohnpei (2002) was likely to be due to a reduction in salinity (freshwater runoff and lower sea level), and there has been strong recovery. However, decreasing water temperatures rather than increases of SSTs may contribute to coral bleaching in the Pohnpei Lagoon and the Micronesian region. The Micronesian region appears to have suffered relatively few episodes of regional coral bleaching events. This is due to the  Western Pacific Warm Pool  (WPWP) where sea surface temperatures exceed 29 C but also where various feedback mechanisms limit the maximum SSTs.

The management aims of Pohnpei's MPAs are to move forward, while still respecting traditional practices. However, a lack of scientific monitoring, technical support and funding restricts our understanding of human and natural influences on the existing MPAs and the Pohnpei Lagoon. With respect to our policy makers the findings of the present research have implications on the future work in Pohnpei's marine environment and for policy makers, to make more-informed decisions before establishing new MPAs.

My key recommendations were:  1.) Integrate coral and fish monitoring during and after El Ni o events to understand El Ni o effects on the Pohnpei environment.  2.)  Undertake herbivorous fish investigation into their populations inside and outside the MPAs.  3.) Do not cut down vegetation along coastline areas, as it prevents erosion 4.)  Investigate Symbiodinium coral clades in Pohnpei Lagoon and the outer low-lying atolls.

text: Human,climatic and oceanographic influences on the marine environment of Pohnpei, Federated States of Micronesia Coral reefs and marine resources are culturally, as well as economically, vital to Pohnpei, situated in the Federated States of Micronesia (FSM). Farming and fishing are the main sources of livelihood for most Pohnpeian communities.  Pohnpei has eleven Marine Protected Areas (MPAs) where nine are situated in the Pohnpei Island Lagoon and two MPAs on the outer low-lying atolls.  Like many other Pacific Island countries Pohnpei is on the verge of creating more MPAs.  However, the marine environment continues to be significantly threatened by human and natural influences.  The recognised threats are yet to be methodically investigated.

This thesis used a combination of sediment, coral, fish, climatic, and oceanographic data, and focused on the Pohnpei Lagoon, examining a range of natural and human issues in the marine environment both at the local level (focusing on that within the Pohnpei Lagoon) and regional level (focusing on the western Pacific region).

Evidence from historical, archaeological, and modern experience has influenced various marine impacts that have altered the coastline and the marine environment of the Pohnpei Lagoon.  Humans have greatly impacted on the coral diversity and fish populations in the Pohnpei Lagoon by over-fishing and contributing to accelerated sediment inputs. My study findings shows that that increased sea surface temperature (SST) caused by El Ni o events is not the only cause of coral bleaching, but also cooling of SST, and other human factors.  However, when corals bleach they recover by  symbiont shuffling .  This is an ingenious way in which corals host one or more varieties of their zooxanthelle (Symbiodinium symbiont clades) that are more tolerant of the stress caused by increased SST and human factors.

The recognised natural climatic variability, particularly the El Ni o/Southern Oscillation (ENSO), may pose a significant threat to the Pohnpei Lagoon. El Ni o events are associated with: a change in trade winds and stronger wind gusts attributed to typhoons; lower rainfall causing drought; a decrease in SST attributed to cooling of the marine environment; increase of salinity in marine estuaries affecting development and recruitment of marine species communities; and a steep fall in sea level exposing corals to other elements.  The various on-going human threats and El Ni o-like conditions have caused giant clams (Tridacna gigas) to become extinct, have endangered herbivorous fish populations, and caused coral bleaching by cooling of SST.  

Although high SSTs are normally blamed for coral bleaching, the last major bleaching event in Pohnpei (2002) was likely to be due to a reduction in salinity (freshwater runoff and lower sea level), and there has been strong recovery. However, decreasing water temperatures rather than increases of SSTs may contribute to coral bleaching in the Pohnpei Lagoon and the Micronesian region. The Micronesian region appears to have suffered relatively few episodes of regional coral bleaching events. This is due to the  Western Pacific Warm Pool  (WPWP) where sea surface temperatures exceed 29 C but also where various feedback mechanisms limit the maximum SSTs.

The management aims of Pohnpei's MPAs are to move forward, while still respecting traditional practices. However, a lack of scientific monitoring, technical support and funding restricts our understanding of human and natural influences on the existing MPAs and the Pohnpei Lagoon. With respect to our policy makers the findings of the present research have implications on the future work in Pohnpei's marine environment and for policy makers, to make more-informed decisions before establishing new MPAs.

My key recommendations were:  1.) Integrate coral and fish monitoring during and after El Ni o events to understand El Ni o effects on the Pohnpei environment.  2.)  Undertake herbivorous fish investigation into their populations inside and outside the MPAs.  3.) Do not cut down vegetation along coastline areas, as it prevents erosion 4.)  Investigate Symbiodinium coral clades in Pohnpei Lagoon and the outer low-lying atolls.

year: 2010

title: E Kui Rāwinia

authors: Maxwell, Te Kahautu

abstract: E Kui Rāwinia; this composition is a lament to a Te Whakatōhea chieftainess who married the paramount Ngāti Porou rangatira Tokorua (Toko) Te Kani. This composition recites the genealogical ties between the East Coast iwi to Te Whakatōhea. The composition paints a spiritual journey for Rāwinia to return to her birth place Ōpōtiki. The journey names geographical features of importance to map her journey home. This composition gained first place for composition. Performed by Ōpōtiki Mai Tawhiti at the Te Matatini World Championship Kapa Haka competition.

text: E Kui Rāwinia E Kui Rāwinia; this composition is a lament to a Te Whakatōhea chieftainess who married the paramount Ngāti Porou rangatira Tokorua (Toko) Te Kani. This composition recites the genealogical ties between the East Coast iwi to Te Whakatōhea. The composition paints a spiritual journey for Rāwinia to return to her birth place Ōpōtiki. The journey names geographical features of importance to map her journey home. This composition gained first place for composition. Performed by Ōpōtiki Mai Tawhiti at the Te Matatini World Championship Kapa Haka competition.

year: 2015