PROACTIVE PERSONALITY AND ENTREPRENEURIAL INTENTION: EMPLOYMENT STATUS AND STUDENT LEVEL AS MODERATORS (Published)
The study investigated the predictive relationship between proactive personality and entrepreneurial intention and the extent to which such a relationship was moderated by working status and level of student among 270 undergraduate students from three universities in Ghana. A descriptive correlational research design was used to investigate the problem in the study. Questionnaire was used to extract information from the participants. Confirmatory factor analysis via principal component method was used to determine the acceptability of each item on proactive personality and entrepreneurial intention scales. The result showed that all the items exceeded the acceptable threshold for retaining items for statistical analysis. Pearson correlation and hierarchical multiple regression tests were used to test the hypothesized relationships. Proactive personality was significantly and positively associated with entrepreneurial intention. Employment status and level of student related significantly with proactive personality and entrepreneurial intention. It was observed that employment status significantly moderated the relationship between proactive personality and entrepreneurial intention with the interactive model accounting for 10% of the total variance in entrepreneurial intention. However, student level did not significantly moderate the relationship between proactive personality and entrepreneurial intention with the interactive model accounting for only 0.3% of the total variance in entrepreneurial intention. The findings were consistent with the personality theory of entrepreneurship. The implications and limitations of the study have been discussed
THE EFFECTS OF SALESMAN PERSONALITY ON SALES PERFORMANCE OF INTERNET SERVICE PROVIDER IN THE TELECOMMUNICATION INDUSTRY: ZIMBABWEAN PERSPECTIVE (Published)
Generating income and revenue are the primary roles of sales personnel. Whilst management has paid particular attention in training and developing the sales personnel, they seem to negate the profound impact of the personality of the sales person. Given the same sales tools, level of education, and propensity to work, some salespeople succeed where others fail (Martin 2011). The evidence suggests that the personalities of these truly great salespeople play a critical role in determining their success. Some salespeople succeed where others are failing. Why do some sales people succeed where others fail? The research therefore examined the effects of self efficacy, locus of control, and proactive personality in determining sales performance in the telecommunication sector internet service providers (ISP’s) in particular.