Mind-Reading Ability Predicts Sales Performance: Evidence from Financial Consultants
SSRN Electronic Journal
2022
- 524Usage
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Example: if you select the 1-year option for an article published in 2019 and a metric category shows 90%, that means that the article or review is performing better than 90% of the other articles/reviews published in that journal in 2019. If you select the 3-year option for the same article published in 2019 and the metric category shows 90%, that means that the article or review is performing better than 90% of the other articles/reviews published in that journal in 2019, 2018 and 2017.
Citation Benchmarking is provided by Scopus and SciVal and is different from the metrics context provided by PlumX Metrics.
Article Description
We developed a task to measure how well people read others’ minds in the ultimatum game, performed an artefactual field experiment on 98 financial consultants from a Taiwanese commercial bank, and linked the mind-reading ability measure to administrative data on consultants’ sales performance in the past year. Our results revealed a strong association between the mind-reading ability measure and financial consultants’ sales performance. This association remained after controlling for a rich set of individual characteristics. Our study provides a novel, objective, and quantifiable way to measure an essential social cognition skill that prevails in nearly all economically strategic situations.
Bibliographic Details
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