Personlighetsdrag hos säljstudenter på akademisk nivå. Är de som alla andra? : En studie genomförd med personlighetsverktyget ”The Big Five”.

• Main Authors: Haglund, Linn, Schöön, Josefine
• Format: Bachelor Thesis
• Language: Swedish
• Published: Högskolan i Gävle, Företagsekonomi 2018
• Subjects: “The Big Five”; personality; sales; real estate brokers; real estate agents; personlighet; försäljning; fastighetsmäklarstudenter; fastighetsmäklare; Business Administration; Företagsekonomi; Haglund; Luleå
• Online Access: http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-27117

Title: Personality traits of business students, are they like everybody else? A study of The Big Five- theory. Level: Final assignment for Bachelor Degrees in Business Administration Author: Linn Haglund and Josefine Schöön Supervisor: Jonas KågströmDate: 2018 – MayAim: The purpose of this study is to analyze students’ at specialized sales programs, at an academic level, personality traits in relation to active, high-performing, professionals using The Big Five. Method: We chose to implement a quantitative investigation based on a deductive approach. The empirical material was obtained by a survey that was distributed to 445 real estate students at University of Luleå, University of Malmö and College of Gävle. The recieved data was then analyzed via the analytic and statistical program SPSS where we chose to conduct a descriptive analysis, correlation analysis and cluster analysis. Result & Conclusion: The results shows that there is a specific profile for real estate students who are characterized by high values of the personalitytraits openness, conscientiousness, extraversion and agreeablesness along with lower value of neuroticism. This means that those who study to become a real estate agent are more open, conscientious, outward and compassionate as well as less anxious and insecure in general in comparison with other people. The results also shows that the majority of the real estate students have similar personality types as high-performing real estate agents. Contribution of the thesis: This essay contributes to an increased understanding of how personality analyzes can bring prospective students into the right industry. The result is also valuable to trainers in real estate brokerage and real estate brokers, as it can provide a better insight into the recruitment of prospective real estate agents. The study also confirms previous research that shows that high values of conscientiousness and targeted work together with low values of neuroticism provide good conditions in the sales sector, which is a ...