Social Influences

Chi non sa controllare i propri impulsi sceglie amici con i nervi saldi (Those with little self-control choose strong-willed friends)

La Stampa: Le persone che hanno difficoltà a mantenere l’autocontrollo tendono a preferire partner e amici dotati di un forte e radicato self-control. La propensione genera relazioni adattative che permettono di colmare all’esterno la carenza di controllo individuale. Lo dimostra una nuova ricerca condotta da Catherine Shea della Duke University More

Successful ‘Don Draper’ type salesmen don’t achieve best figures

The Telegraph: When people think of a stereotypical salesperson they’re likely to conjure up someone who’s extrovert, gregarious, and assertive – just like the dapper executive played by Jon Hamm. However, new research reveals that “ambiverts” – people who are neither introverted nor extroverted, but who fall somewhere in between More

Move Over Extroverts, Here Come the Ambiverts

Forbes: One of the prevailing personality stereotypes we rarely question is that extremely extroverted people do best in sales.  On the flip side, extremely introverted people may as well not even try to sell anything because it’s a foregone conclusion that they simply can’t. A new study published in the journal Psychological Science suggests More

Business people shaking hands

In Sales, Confidence and Charisma May Not Seal the Deal

Think of a stereotypical salesperson and you’re likely to conjure up someone who’s extraverted, gregarious, and assertive. But a new study reveals that “ambiverts,” people who are neither introverted nor extraverted but who fall somewhere in between, tend to be the most effective salespeople. The study is published in Psychological More