Description
Persuasiveness is an essential skill that provides significant advantages in social life. The ability to influence others is highly sought after in many sectors, both in the business world and in daily social interactions. This study aims to identify the personality traits that affect the persuasion skills of individuals working in the sales-marketing sector. The research focuses on the experiences of 17 participants working in the pharmaceutical industry, analyzing their perspectives through focus group interviews. The participants' ages ranged from 26 to 54 years, and their work experience varied from 2 months to 38 years, providing a broad spectrum of insights. The interviews were conducted outside the work environment to ensure candid responses. The interview transcripts were analyzed using content analysis, which revealed four main areas of characteristics that contribute to effective persuasion: warm and sincere communication, patience and stability, self-monitoring and presentation, and job-related knowledge. Additionally, the study highlighted that rigidly emphasizing personal views and ideologies, as well as a lack of flexibility and adaptability, can hinder the persuasion process. The findings demonstrate that persuasion skills are crucial for professional success and that specific personality traits significantly enhance these skills. This research offers valuable insights for organizations aiming to recruit individuals with strong persuasive abilities. The results are discussed in light of the study's limitations and existing literature on persuasion and attitude change. Future research should include larger participant groups and explore different sectors to further validate and expand these findings. By understanding the personality traits that underpin effective persuasion, organizations can better select and train employees to excel in roles that require strong influence and communication capabilities.
| Full Name (In Capital Letters) | Gökhan Arslantürk |
|---|---|
| gokhan_arslanturk@hotmail.com | |
| Kurum / University / Affiliated Institution | Selçuk University |
| Akademik Ünvan/ Academic Title | Assoc. Dr. |
| Country | Türkiye |
| Telefon / Phone Number | 05448437853 |
| Katılım Tipi /Participation Types | Yüz Yüze/ Face to Face |
| Sunum Dili /What Will Be The Presentation Language? | English |
| Where Do You Want to Publish the Full Text? | To be published in the full text booklet |
