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

Baylor University, USA, mitchell_neubert{at}baylor.edu

Simon Taggar

Wilfrid Laurier University, Canada, staggar{at}wlu.ca

Steven Cady

Bowling Green State University, USA, scady{at}cba.bgsu.edu

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.

Key Words: perceptions of group potency • personality • selling behavior • volunteerism

Human Relations, Vol. 59, No. 9, 1235-1260 (2006)
DOI: 10.1177/0018726706069767


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