Personality Traits and Business Intelligence: A Model to Improve Direct Selling Systems

Tornillo, Julián; Pascal, Guadalupe; Moguerza, Javier M.; Redchuk, Andrés

doi:10.1109/infoman.2019.8714704

Cited by 6 publications

(4 citation statements)

References 6 publications

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“…The identification of personality traits via DISC has already been seen as a means of optimizing performance in the area of business (Tornillo et al, 2019). In the area of finance, therefore, the use of golf, supported by personal development initiatives, can be a means of helping to achieve better levels of performance through the practice of this sport.…”

Section: Aself-assessment Of Personality By Studentsmentioning

confidence: 99%

Golf as an Innovation in the Teaching of Finance: Report on a Pioneering Experience

Mendes-da-Silva

2024

Rev. adm. contemp.

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Objective to analyze the possibility of using golf as a metaphor for teaching finance. Study reports on a pilot experience of teaching finance using golf as a metaphor.Golf can be a means of promoting the engagement of finance students. Theoretical framework: a normative and positive economic decision theory is used as a framework. Sports can be a means of engaging students in finance education programs. Golf, in particular, can fulfill this role and serve as a powerful tool for building and maintaining social networks relevant to high-level professionals. Methods: thirty undergraduate students voluntarily participated in a pilot teaching program over five days. The program included sessions (in the field) on the fundamentals of golf and financial decisions, and students looked for synergies between these two domains. Participants showed a high level of interest in both the sports practice sessions and the finance activities. Results: the results suggest that psychological errors common to golf and financial behavior-for example, overoptimism, overconfidence, and emotional judgments-can be diagnosed and addressed through sports practice. In addition, the participants’ self-assessment indicates the possibility that the program can induce behaviors in line with the corporate environment. Conclusions: Despite golf’s contribution to the teaching of business subjects, it is still absent from formal curricula.

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Section: Aself-assessment Of Personality By Studentsmentioning

confidence: 99%

Golf as an Innovation in the Teaching of Finance: Report on a Pioneering Experience

Mendes-da-Silva

2024

Rev. adm. contemp.

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“…A identificação de traços de personalidade via DISC já vem sendo vista como um meio para otimizar performance na área de negócios (Tornillo et al, 2019). Na área de finanças, portanto, o emprego do golfe, apoiado em iniciativas de desenvolvimento pessoal, pode constituir meio para colaborar para a obtenção de melhores níveis de desempenho, via prática desse esporte.…”

Section: Autoavaliação De Personalidade Por Parte Dos Discentesunclassified

Golfe como Inovação no Ensino de Finanças: Relato de uma Experiência Pioneira

Mendes-da-Silva

2024

Rev. adm. contemp.

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RESUMO Objetivo: analisar a possibilidade do emprego do golfe como metáfora para o ensino de finanças. Este estudo relata uma experiência piloto de ensino de finanças com o emprego da prática do golfe como metáfora. O golfe pode ser um meio para promover o engajamento de estudantes de finanças. Marco teórico: teoria normativa e positiva da decisão econômica. A prática esportiva pode ser um meio de engajar estudantes em programas de ensino de finanças. O golfe, em especial, pode desempenhar esse papel, além de constituir uma poderosa ferramenta de construção e manutenção de redes sociais relevantes ao profissional de alto nível. Métodos: trinta estudantes, em nível de graduação, voluntariamente inscritos participaram do programa piloto de ensino ao longo de cinco dias, com sessões (em campo) de fundamentos do golfe e de decisões financeiras, buscando sinergias entre esses dois domínios. Constata-se o interesse elevado dos participantes tanto nas sessões de prática esportiva como nas atividades de finanças. Resultados: os resultados sugerem que erros psicológicos comuns ao golfe e ao comportamento financeiro, e.g., excesso de otimismo, excesso de confiança e julgamentos emocionais, podem ser diagnosticados e endereçados por meio da prática esportiva. Em adição, a autoavaliação realizada pelos participantes sugere a possibilidade de que o programa possa induzir comportamentos alinhados com o ambiente corporativo. Conclusões: em que pese a contribuição do golfe para o ensino de disciplinas da área de negócios, ele ainda é ausente dos currículos formais.

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“…Since entrepreneurship is cardinal to distributors' success, Gulabdin et al (2020) propose a personality trait framework based on existing entrepreneurs' personality trait model to investigate the traits of distributors (Seow, 2022a). In another study, Tornillo et al (2019) use the DISC model (dominance, influence, stability, and compliance) to investigate the success contributors of a distributor. The real challenge in this research topic lies in defining success.…”

Section: Distributor Levelmentioning

confidence: 99%

Direct Selling a Controversial Business Model: Recent Development and Future Research Agenda

Chong¹

2022

JTMB

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Direct selling is one of the earliestdistribution models that iscurrently used in the modern commercial world. Direct selling started as a business model and subsequently evolve to becoming a global phenomenon. There are extant scholarly efforts on this research theme in recent years. However, an effort to organise the literature on this theme is lacking. This paper aims to provide insights into the recent development and future research opportunities in direct selling. This paper conducts a systematic structured literature review on the scientistic discoveries in the past ten years. Research papers are carefully synthesised, compare, and contrasted to present a state-of-the-art understanding of the research topic. The reviews conducted in this paper were categorised into four different levels, namely industry level, direct selling organisations’ level, distributor level, and consumer level. This scholarly effort makes a significant contribution to the extant literature on direct selling.

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Personality Traits and Business Intelligence: A Model to Improve Direct Selling Systems

Cited by 6 publications

References 6 publications

Golf as an Innovation in the Teaching of Finance: Report on a Pioneering Experience

Golf as an Innovation in the Teaching of Finance: Report on a Pioneering Experience

Golfe como Inovação no Ensino de Finanças: Relato de uma Experiência Pioneira

Direct Selling a Controversial Business Model: Recent Development and Future Research Agenda

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