Moderating effect of ear preference on personality in the prediction of sales performance

This study examined the relationship between ear preference, personality, a nd performance ratings on 203 telesales staff. Social desirability scores w ere a significant predictor of two relatively independent sets of superviso r ratings (actual performance and developmental potential) in interaction w ith ear preference. It was found that the social desirability scale was a s ignificant positive predictor for staff preferring a right ear headset, but a negative predictor for staff preferring a left ear headset. These result s were interpreted in terms of different strategies used to achieve success ful sales.