Using Personality Traits to Select Customer-Oriented Logistics Personnel

This paper discusses the possibility of selecting for customer-oriented personality traits in the hiring of logistics personnel. Using a five-factor model, researchers develop examples of personality traits selection that could be beneficial particularly in logistics. A Neuroticism, Extraversion, Openness Personality Inventory, Five-factor Inventory (NEO-FFI) was used in tests to determine personnel quality in addition to a selling orientation-customer orientation scale (SOCO). Authors found that both extraversion and conscientiousness were a determining factor in the level of customer orientation between top management and frontline employees. The authors conclude in the paper that personality testing is valuable not only for logistics hiring, but also for determinations of job function. The authors also explain limitations in the study due to job categorization and the effects of training.

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