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Mind-Reading Ability Predicts Sales Performance: Evidence from Financial Consultants

SSRN Electronic Journal
2022
  • 0
    Citations
  • 524
    Usage
  • 0
    Captures
  • 0
    Mentions
  • 0
    Social Media
Metric Options:   Counts1 Year3 Year

Metrics Details

  • Usage
    524
    • Abstract Views
      434
    • Downloads
      90
  • Ratings
    • Download Rank
      582,163

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

Josie I Chen; Tai-Sen He

Elsevier BV

mind-reading; sales performance; ultimatum game; artefactual field experiment

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