The role of conscientiousness and extraversion in affecting the relationship between perceptions of group potency and volunteer group member selling behavior

An interactionist perspective

Bibliographic Data

ID9890367
AuthorsMitchell J Neubert (0000-0001-9605-0501, Baylor University, corresponding author), Mitchell Neubert (Baylor University), Simon Taggar (Wilfrid Laurier University), Steven H Cady (0000-0002-4537-8379, Bowling Green State University), Steven Cady (Bowling Green State University)
Year2006
Volume59
Issue9
Pages1235-1260
Publication date2006-09-01
Peer ReviewedYes
Open AccessYes
TypeARTICLE
VenueHuman Relations (JOURNAL)
Journal identifiersISSN: 0018-7267 • E-ISSN: 1741-282X
PublisherSAGE Publications (PUBLISHER • US)
DOI10.1177/0018726706069767
OpenAlexW2121458938
LanguageEN
Citations received4
References cited101

We studied 284 volunteers, loosely coupled in groups (i.e. low task interdependence, high outcome interdependence), selling memberships in a non-profit organization. Consistent with economic models of altruism, we found individual perceptions of group potency to be negatively related to individual selling behavior (i.e. making telephone calls and customer visits). Furthermore, individual members’ perceptions of group potency were found to interact with two personality traits (conscientiousness and extraversion) to influence individual selling behavior

Altruism (biology · Big Five personality traits · Conscientiousness · Extraversion and introversion · Perception · Personality · Perspective (graphical · Experimental Behavioral Economics Studies · Job Satisfaction and Organizational Behavior · Nonprofit Sector and Volunteering · Psychology · Social Psychology

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